Wight & Company – New Salesforce.com Implementation

Situation – Wight & Company is a headquartered in Darien, IL, outside Chicago, and provides design, construction and civil engineering services for large, complex public and private sector projects.

Overview – Wight had a significant investment in the Solution Selling sales methodology, but had no visibility into their pipeline outside of manually produced spreadsheets and no way to forecast revenue with any degree of accuracy. Sales management also had no method of tracking Rep activity to help ensure adherence to their newly implemented sales process.

EnablePath provided – an introduction to the on-demand CRM capabilities of Salesforce.com and helped management objectively compare the features and benefits of SFDC vs. other vendor’s products. Wight chose SFDC, and ENABLEPATH implemented a customized instance for them, fully integrated with their sales methodology.
 
Result – in a great example of the proper balance between process and technology, Wight’s VP of Sales runs his weekly meetings with sales and management directly from SFDC, displaying on-screen the critical reports that provide visibility into the pipeline and the process oriented activities of the sales team.