Office360°, an independently owned full-service information management company and contract stationer has selected Sugar sales-i to underpin its sales operation and increase the visibility of customer buying behavior to identify sales opportunities.

• 30,000 products 

• 58% sales uplift 

• 24 Sugar Predict users 

The Overview

Indianapolis-based Office360° launched Sugar Predict to its sales operation in June last year. Director of Sales, Larry Sexton is delighted with the progress they have made in such a short time and explains, “We have a varied sales organization so ease of use is a must to ensure it can be adopted by my entire team. Sugar scores a ten when it comes to ease of use and this was one of the first things that attracted us to the system.” 

The Challenge

Larry continues, “Having information is not an issue, it is the ease and speed at which you can slice, dice and access that information that makes the real difference and that is precisely what we can do with Sugar. This has enhanced how we approach customer calls and has made it very easy to identify incremental sales opportunities in our key accounts.” 

The Solution

Although still early days in their transition to Sugar Predict Larry and his sales team are using the system to identify opportunities that would otherwise have been overlooked and are preparing for customer calls by accessing their data on cell phones before visits. 

“We have great visibility of who is buying what and who isn’t and with that information in our hands, at the speed of business. Sugar is also helping us prepare very professional materials for our business reviews which is a critical activity for both account retention as well as identifying new sales opportunities with existing customers.” 

"Sugar Predict scores a ten when it comes to ease of use and this was one of the first things that attracted us to the system." 

Larry Sexton, Director of Sales 

The Results

Office360° closed off last year over 50% up on the previous year and 2011 is off to a flying start, an achievement that Larry attributes, amongst other things, to Sugar Predict. “I feel good about what we have accomplished in a short time with Predict and I know that we have barely scratched the surface of what the system can do for us. But with a low monthly fee I don’t feel I have to use every single feature to feel justified about our investment in the application and I’m very pleased with our ROI so far. Sugar Predict is making us more effective and increasing sales opportunities, I can’t ask for more than that.” 

The Future 

The sales team at Office360 is a great success story for Sugar Predict where sales professionals of a variety of ages and abilities are using the system to increase sales and improve awareness and visibility of their customers’ buying behavior. Sugar is used by organizations of all sizes from small independents to giant multi-nationals and the results are the same – improved sales, improved service and increased margins.