Qarar, a 'Big Data' analytics business based in Dubai Internet City use Salesforce for tracking business development and sales pipeline management across the GCC region. Tenacre provided consulting and professional services
Qarar is a ‘Big Data’ analytics business that’s based in Dubai Internet City. The business provides consulting and risk management software across the MENA region and is considered a pioneer in their field. Jointly owned by Principa and the Saudi Credit Bureau (SIMAH), Qarar engaged with Tenacre for a Salesforce implementation earlier this year to help pave the way to increased new business.
Qarar faced two specific challenges to growing their business at the point of engaging Tenacre.
The first challenge was that their sales process involved long lead times and a complex value proposition. Managing long sales cycles can be difficult, there’s a real need for a systematic approach to documenting all the interactions with the clients and documenting the follow up actions. Introducing new products and technology to a market requires persistence and organisation.
The second challenge was that the Qarar sales team are out in the field for most of the month. Having the sales team on the road puts pressure on internal communication. Being able to manage this process is vital to enable the company management team to have a grasp of the sales pipeline for revenue forecasting.
Sales opportunity management in the Salesforce CRM
Third – party applications such as the project management application ‘Smartsheet‘ and note sharing application ‘Evernote‘ were integrated to the Salesforce system. The use of these applications enhanced the functionality of the overall beyond the core sales management activities.
The main deployment features of the Qarar Salesforce CRM platform included
Salesforce revenue forecasting