Exelsum - doing e-business

CORPORATE INFORMATION
EMC2 is the external Information storage systems, total Information storage software and
virtualization software market leader.

With more than 100 sales offices and partners in more than 80 countries, EMC2 works with
worldwide organizations in every industry, offering an integral group of offers that include
systems, software, services and solutions.

For EMC2, information is the company’s most important asset, and it specializes in designing and
administrating secure, intelligent and flexible information structures. Its clients get benefited
thanks to its experience in IT and business key skills.

NEED
The company needed a bigger number o qualified prospects to potentiate and facilitate the
performance of the internal sales representatives.

While taking into account EMC2 global database’s specifications, prospect generation services are
offered, and an internal system was implemented. This system integrates with others in EMC2,
and it allows the realization and registration of potential costumer qualification surveys, its quality
control, and final importation to the company’s database.

BUSINESS CHALLENGE
The biggest challenge Exelsum had to face was the alignment between the company’s internal tool
and the design of the implemented platform.

A survey was created from the information requirements, and agents were trained in order to
maximize the utility of each contact.

When the implementation was over, the attention turned to the process optimization in order
to create higher levels of quality and productivity, through feedback and periodic needs and
objectives alignment.

WHY EXELSUM?
Because of our IT market experience, our capacity to understand the business and form work
teams to suit the needs of the client.
And essentially, because of our multidisciplinary team, that differentiates us from traditional
agencies.

PROJECT DETAILS
The prospect qualification is made by telephonically contacting potential customers and asking
about their short and middle-term technology projects, and about their specific interests and
needs in the systems and technology areas.

The tool registers the information following certain validation criteria and, after the quality control
is made, it exports the prospects to EMC2’s global database, from where its sales representatives
access the information.
Moreover, the application generates intelligent reports designed for Exelsum’s daily work, both
individually and as a group, customized to the process’ need.

Additionally, e-marketing actions are carried out in order to give information about EMC2 to
the potential customers who are not aware of the brand, and to put an online version of the
survey. Through information segmentation it is possible to target specific actions to prospects and
customers of different industries and requirements, intended to keep the contact or make up-
selling and cross-selling actions.

TECHNOLOGY

PHP-MYSQL and SalesForce