Salesforce’s Cloud-Based CRM Provides Scalability for a Major Consulting Firm

Salesforce’s Cloud-Based CRM Provides Scalability for a Major Consulting Firm 

Client Success Snapshot

Client Profile:

  • Overview: A globally-ranked business advisory firm
  • Industry: Consulting (Business Strategy)
  • Team Size: 201-500
  • Annual Revenue: US$ 2-5 million
  • Headquarters: VA, USA
  • Markets: Global

The Challenge

A globally-ranked business consultancy sought to double its revenue within two years but lacked the digital infrastructure required to scale. Because its existing CRM was locally hosted and poorly integrated across offices, it failed to provide interconnectivity benefits and made growth an expensive prospect.

Gerent's Approach

Gerent recommended a straightforward solution: shifting to Salesforce’s cloud-based CRM. First, the team deployed Salesforce, replacing the company’s old software and other local systems. Next, Gerent’s architects optimized the client’s business processes and created easily accessible data trails, so consultants could see the history of all past interactions with common customers. Finally, Gerent migrated the organization’s data to Salesforce’s cloud-based system.

Key Outcomes

The results for the client were staggering; not only did the company meet its stated goal of doubling revenue to US$ 3 billion, but it did so in less than two years. The client’s consultants now work collaboratively, communicating effectively and increasing performance and results. Salesforce’s coordinated communication and relationship management capabilities have also resulted in a dramatic increase in customer satisfaction.

Client Success Story

When a major U.S.-based consulting firm approached Gerent in 2020, it brought major ambitions with it. The company was already a global player in more than 27 countries around the world and reported annual sales of US$ 1.5 billion. Its goal was to double that figure in just two years.

Outdated Customer Management Systems Hindered Growth

However, the firm faced significant internal challenges that needed to be addressed before any business plans aimed at reaching their target could be implemented — and for those, they would need Gerent’s support. 

The organization faced three major problems. 

  1. Its sales efforts were siloed and often resulted in redundant records and frustrated clients
  2. The organization had no means to determine which customer records were the most current
  3. Its existing CRM was not cloud-based and required extensive hardware, especially servers, to handle data — which made scaling difficult and expensive. To make matters worse, the CRM was not integrated across the company’s five divisions and therefore failed to provide many benefits an inter-connected platform would normally offer.

Once the consultancy’s leaders explained the situation, Gerent recommended a straightforward solution: shifting to Salesforce


Reaping the Benefits of Salesforce’s Cloud-Based CRM

The Gerent team got to work, first assessing the company’s overall business model and then architecting a solution that centered on Salesforce, a fully scalable cloud-based platform. This solution enabled the consultancy to generate detailed, custom reports and dashboards that display key data at a glance. 

The implementation was a straightforward, yet complex process. First, the team deployed Salesforce, replacing the old CRM and other local systems in use. Next, Gerent’s architects optimized the client’s business processes and created easily accessible data trails, so consultants could see the history of all past interactions with common customers. Finally, Gerent and the consultancy went through extensive de-duplication of customer data and migrated the scrubbed data to Salesforce.


The Gerent Promise: A Resounding And Profitable Success

The client’s results were staggering; not only did the company meet its goal of doubling its revenue to US$ 3 billion, but it did so in less than two years. Unsurprisingly, customer satisfaction has also risen dramatically due to increased coordination within the organization.

Much of the credit, the client reports, goes to the Salesforce solution and the comprehensive implementation and training provided by Gerent. Now, the client’s consultants work collaboratively and communicate effectively — upgrading the firm’s performance and producing better results.


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