c07-customer-stories

Bay & Bay Transportation

For more than 60 years, Bay & Bay Transportation's focus has been to provide best quality transportation and logistics management services. The company is a leading mid-sized, full-service carrier for freight of all kinds throughout North America.

“If Bay & Bay achieves a 1% increase in sales revenues from this Informatica implementation, it will translate into a 900% return on the salesforce.com project.”

— Rob Adams, CIO, Bay & Bay Transportation

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Business Need

Intense competition for freight carriage required Bay & Bay to focus all its resources on effective sales management.

The company needed to give sales teams a complete picture of every transaction including the loads moving with customers, the revenue and margin on each deal, and the status of each shipment in transit

The goal has been to increase revenues in a recessionary, demanding economic climate.

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Challenges

Sales teams were navigating up to five different applications in their quest to understand the customer relationship.

Integrate on-premise back-office systems (including data on trucks and other assets, the brokerage carriers contracted to haul the freight, and the company’s accounting system) with salesforce.com to reap maximum sales impact.

Company lacked the budget, resources and time to devote to traditional hand-coded data integration.

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Solutions & Results

Anticipated to deliver 900% return on investment within six months.

Increased agility, offering sales teams the real-time information and reporting they need to make accurate decisions quickly.

Ensured sales teams devote less time to administration and more time to transportation and logistics customers closing deals.

Enabled data integration ‘on the fly’, involving the business at every stage and enhancing business/IT collaboration.

Maximized technology investment via robust, two-way synchronization between logistics management systems and salesforce.com.

Eliminated need for integration hardware, software, or infrastructure.

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Products & Services

Informatica Cloud

A family of cloud data integration solutions specifically designed to help SaaS application and platform customers integrate cloud-based data with the data residing in on-premise databases and systems or between cloud applications.

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