Fifteen years ago, when CRM was still a revolutionary concept, one of the world's largest software companies had a problem: their enterprise sales teams were drowning in complexity with no systematic way to track anything.

Here’s how we built one of the first enterprise CRM systems when the technology was still in its infancy.

The Challenge:

A global software manufacturing giant with hundreds of products, multiple versions, and constantly evolving pricing structures faced a sales coordination nightmare. Their B2B enterprise sales teams were managing hundreds of thousands of leads manually through emails and spreadsheets.

The Core Issue:
Sales representatives had zero visibility into prospect interactions, no systematic tracking of sales processes, and no way to measure which sales materials actually worked. With products spanning different versions and complex pricing models, even experienced reps struggled to maintain consistency.

The Scale:
Hundreds of software products, thousands of prospects, sales teams across multiple regions, and no central system to coordinate any of it.

The Solution

Our Approach:
This was pioneering territory — implementing enterprise CRM when the concept was still experimental.

‍The Innovation:
Building a comprehensive product catalog management system that could handle hundreds of products with dynamic pricing, integrated with sales material tracking — revolutionary for 2008.

Key Components Delivered

• Complex Product Catalog
  Hierarchical organization with version control and dynamic pricing
  
  
• Sales Material Tracking
  Revolutionary ability to track what collateral was sent to prospects and measure effectiveness
  
  
• Pipeline Management
  Systematic view of enterprise sales pipeline across the organization
  
  

Lead Scoring System
Automated qualification workflows for complex B2B sales

The Results That Mattered

Quantified Business Impact:

• Lead Organization:
  Systematic tracking of hundreds of thousands of prospects
  
  
• Sales Process Visibility:
  Complete pipeline transparency across all regions
  
  
• Material Effectiveness:
  Data-driven insights into which sales collateral converted prospects
  
  
• Sales Coordination:
  Eliminated duplicate efforts across regional sales teams
  
  

The Long-term Impact:
This implementation became the foundation for all future sales operations and established CRM practices that became industry standard. The system supported rapid business growth and generated insights that informed both product development and marketing strategies.