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May 7, 2008 Case Study: Equifax Builds A Business Case Before Investing In CRM SaaSby William Band, Pete Marston with Sharyn Leaver, Mary Ann Rogan |
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Executive Summary
Equifax, a leading provider of solutions for consumer and business credit intelligence, portfolio management, fraud detection, decisioning technology, and marketing tools, needed to deploy a CRM technology platform to support rapid growth. It decided to implement a CRM software-as-a-service (SaaS) solution. But before moving ahead, the company undertook a comprehensive business case analysis to confirm that the solution was a sound investment. The business case included consideration of four factors: costs, benefits, flexibility, and risks. The solution was then implemented, and the results have been stellar: a reduction in the time needed to create sales forecasts by 90%, a payback period of only 10 months, and an ROI of 350% annually. Time-to-value was very fast, with 400 users in Latin America successfully using the solution within 60 days.
This is an excerpt
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