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Cloud Sherpas

Cloud Sherpas is a global cloud advisory and technology services company, with more than 1,000 people serving Fortune 500 clients and thousands of other businesses around the world.

“Informatica ensures Cloud Sherpas sales teams have a complete view of every customer, enabling them to drive more effective selling and more rewarding customer relationships.”

— Malcolm Smith, Director of Data and Analytics, Cloud Sherpas

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Business Need

To sustain its position as one of the world’s leading providers of cloud advisory and technology services, Cloud Sherpas needed to improve the visibility of sales information across the company’s business units.

Business response times, efficiency and sales effectiveness demanded a complete customer view available in real-time. Historically, anytime one of the 200-strong sales team contacted a customer, they did not have an up-to-the-minute view of how many licenses the customer had added, nor which products had recently been ordered.

Sales Performance reports didn’t always match Sales Operations reports. This was a challenge as the business leaders required consistent data sets to inform their decision making and sales management.

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Challenges

Cloud Sherpas continued to grow through a series of acquisitions. As is typical in these situations, the company found itself operating on multiple systems across three business units and their respective sales teams, which caused a series of challenges.

Customer data was resident in both Salesforce and NetSuite, forcing users to manually pull data from each system in order to obtain a complete view of customers.

Business reporting could be delayed, as data sets that were data collected from NetSuite were then manually adapted and presented in a spreadsheet or similar format.

Recognized Salesforce experts, extensive year over year growth resulted in limited resources for internal operations development.

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Solutions & Results

Cloud Sherpas elected to deploy Informatica Cloud as the fastest path to resolution of their challenges.

An Informatica Cloud Application Integration process automation solution provides a real-time, automated flow of add-on sales order data from NetSuite to a closed opportunity in Salesforce. This provides sales teams with real-time access to a complete customer view. The information they need is embedded in their own reports and dashboards in Salesforce.

Cloud Sherpas’ Sales Operations and Sales teams are now synchronized. Sales representatives are aware of additional activity in their accounts, enabling greater account control and cross-sell potential. Marketing teams also have the real-time data they need to target specific customers sets.

Real-time process automation increases the amount of time Sales teams can devote to customer-facing opportunities, improves marketing campaign effectiveness and enhances overall customer satisfaction.

Business leaders now have immediate reporting and dashboards. Critical sales and order information is available for expedited decision making from a single dashboard, and is also available to Salesforce Analytics Cloud for additional analysis.

Operations was able to control their own integrations roadmap, while Consulting remained concentrated on client success.

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Products & Services

Informatica Cloud Application Integration

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.

Success Stories

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Schneider Electric

Improved collaboration across business units, enables Schneider to increase sales in multi-business opportunities by 10-20%.

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British Telecom

With Informatica Cloud, British Telecom streamlines and accelerates executive decisions by unifying reporting across nine Salesforce instances and multiple business units.

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The Travel Corporation

With Informatica’s Cloud MDM to Salesforce Travel Corporation is able to see all interactions with their customers.