Zip drive manufacturer Iomega this week successfully launched a hosted implementation of Onyx 2000 software, designed to support the company’s enterprise sales efforts.
Iomega Corporation believes the Onyx tool is key to integrating the three components of this plan: direct marketing programs, B2B telemarketing and its own field sales force.
“It allows us to supply field sales with a stream of qualified leads, and then allows us to track opportunities through the sales cycle,” Herbert Scales, executive vice president of sales, explained. “Finally, it allows us to track closed sales by customer.”
So what was Iomega looking for in a solution? According to Scales, Iomega wanted a broad e-business solution that would support its B2B telemarketing partner and its field sales team on a common database.
“We sought a Sales Force Automation tool to track and distribute sales leads to the field sales team,” he said. “We needed a tool that would track both opportunities and sales. A prime consideration in our decision process was quick implementation and therefore low implementation costs.”
“The Onyx solution enables us to run faster in the enterprise space, allowing us to refocus our field sales force from cold-calling trade show leads to closing pre-qualified opportunities,” Scales said. Additionally, Onyx allows Iomega to track success and measure sales by customer, something that has always been hard to do with two-tiered distribution, according to Scales.
The Onyx Software Corporation solution is being hosted by ASP and partner member of Onyx ASPiN The Sutherland Group for Iomega.
Before making the Sutherland Group its solution hoster, Iomega looked at the major players’ track records of success selling high technology products to large business, education and government customers.
“We took advice from those who had demonstrated success in this area,” said Scales. “We looked geographically at an area that could give us the best talent for each dollar spent and at a partner who demonstrated a capacity for continuous improvement. Those roads led us to Sutherland.”
In other company news, Iomega this week announced the appointment of Werner Heid to its board of directors.
Currently president of Proxima Corporation, Heid joins the board with more than 15 years of international and domestic experience in world leading high-tech companies.
According to David Dunn, chairman of the board, Heid will help Iomega grow its business, market share and profits worldwide.
