GENBAND Accelerates Sales with FPX

GENBAND Simplifies Sales Process, Accelerates Sales with FPX

Since 2007, GENBAND and FPX have been partners in generating and sustaining GENBAND’s record of growth and success. 

As a sales driven organization facing huge growth opportunities, GENBAND realized the need to simplify its sales processes to empower its sales team to win more business.

“We offer complex sets of products across numerous portfolios, and each product has many configuration options,” said Brad Bush, CIO of GENBAND.  “They can be configured by the part, or they can be configured by the solution, and they all interact with each other in very complex ways.  This is the reason we went looking for a system that could simplify the process.  We needed to put this solution in the sales team’s hand.“

Committed to a platform that harnesses Salesforce^® on the front end and Oracle E-Business Suite^® on the back end, GENBAND documented  the following set of requirements that the chosen solution had to have to be best-of-class:

• Integrate seamlessly with Salesforce
• Enable the sales team to configure and  price complex products ranging in price from $500,000 to $5 million without the need to contact or consult back end administrators
• Provide the sales team with a means to present these complex products to prospects and customers in a very simple way
• Generate professional and consistent sales proposals across every product line and portfolio that persuade and permit customers to make the decision to purchase from GENBAND
• Offer the flexibility required to accommodate company and product growth over  the long-term

GENBAND had used a configurator from a major vendor previously and found it inflexible, making modifications and updates nearly impossible.   Following a comprehensive analysis of all the configuration vendors integrated with Salesforce, a clear choice emerged.

 “FPX was the only solution that was capable of working with the kind of products and the complex solutions that we do,” recalled Mr. Bush.  “And it’s really grown with us.”

The benefits that FPX bring to GENBAND extend beyond the sales team according to Angie Reese, CRM Business Analyst and Salesforce System Administrator at GENBAND.“FPX really makes my job easier,” she said.  “I am very passionate about FPX and what they bring to GENBAND.  To me, and I’ve felt this all along, they are not a vendor. They are more of a partner.  The relationship we have makes the entire administration process so much easier.”

Brad Bush agreed.  “FPX has been a partner of ours since the very first day,” he said.  “We came up with FPX as the answer in 2007 and it’s grown with us since.  Having FPX’s solution on the front end is one of the keys to our success with Salesforce.”

To find out how FPX can bring you the full benefits of best-in-class configure, price,  quote solutions and customer service, call 1-866-UCONFIG (826-6344).