Black Box Network Services provides comprehensive communications and infrastructure solutions. They design, build, and maintain complex voice and data networks with platforms and applications from the industry’s top manufacturers as well as their own line of products and services. Their sales force is tasked with maintaining the sales collateral related to these products and services as well as the internal documents required to do business with their customers.
Black Box's sales team members are assigned to offices physically located world-wide. Sales files were stored using a variety of mediums--hard drives, shared drives, e-mail message attachments, third-party sales and content management tools--and no two offices were able to access the other's information. They required one spot to store, manage, and share their sales and marketing collateral, which included manufacturer product brochures, price lists and spec sheets, with all team members in all offices. They also needed a way to encourage collaboration between the sales teams and to promote best sales practices across the organization.
i-Squared worked with Black Box to implement a world-class Sales & Marketing collaboration site. Microsoft SharePoint was selected as the enterprise-wide tool-of-choice because of its strong content management capabilities, its ease of use, and social media functionality.
The Sales & Marketing site featured a library of product information that was organized by manufacturer and by document type. Sales process documents were tagged when uploaded so that they were easily found when needed. Quick links were provided to each partner web site along with a matrix identifying the type of products each partner manufactured. Newly updated documents were immediately visible when accessing the site and the sales team could be confident that the most up-to-date materials were always available. In addition, sales team members took advantage of a rating system, allowing best-of-breed materials to be identified.
Business Value Derived
Easy to find, best of breed, contract templates, bid response templates, partner literature, advertising collateral, product literature, best practice sales methods, presentations, news articles, and more
An online environment, available anywhere, for collaboration between disparate sales groups
Increased efficiency and reduced costs
One-stop-shop for corporate marketing and sales materials