How the choice of the right partner proved to be crucial for Fadata in the implementation of Salesforce CRM

13.08.2018


“I have to tell you that Next Consult spoke our language from day one! I have received emails after presentations by the Next Consult consultants, from our London colleagues, saying how content they were, that they believed in the implementation of our project because they were happy to see us working hand in hand with a trustworthy partner.”- Svetla Koleva, director Sales Operations, Fadata Group.


About Fadata

Fadata Group is one of the world leaders in software technologies for the insurance sector. In times when the insurance industry is changing intensively, Fadata helps insurance companies implement digital processes, thus able to connect faster and more efficiently with their clients and partners.

Fadata’s core product INSIS is recognized as being a leading solution by independent companies such as Gartner and Celent. Fadata also have clients in more than 30 countries in Europe, the Middle East, Africa and Latin America.

The central office of the company is in London and Fadata also has offices in almost all of Europe, including a center of operations in Sofia, Bulgaria. The company has also developed its extensive network of distributors of their product, including BearingPoint, Charles Taylor InsureTech, EVRY, EY, Infosys, Sollers and Tieto.


Fadata and Salesforce

As a company that works with selling software worldwide, having a CRM strategy and a suitable CRM system was incredibly important to its success from the beginning. Salesforce is the first CRM system that the company implemented back in 2004. This implementation however had to come to a stop due to a new partnership with Oracle, during which the company extends its team of experts in Oracle applications including and regarding CRM. When Fadata changed owners in 2015, a senior person with experience with Salesforce took the lead of the commercial team and initiated a change in the CRM system - going back to Salesforce.


Initial implementation

Svetla Koleva joined the company as a director of the Sales Operations department at the same time that Fadata started working with Salesforce once again. The Salesforce CRM system allows the software company to track the whole commercial pipeline by regions, product lines, stages of sales, to make predictions about businesses, to distribute and follow traders’ tasks and to provide the whole history of every client in one place. "Sadly, decision makers in most companies don't find it necessary to invest in these type of systems. They choose to focus on investing only in products, which is a mistake on their part. CRM systems are immensely valuable for the business and their implementation leads to a significant growth and transparency in the internal processes and thesales processes” reveals Svetla, who is faced with a great challenge seeming as very few of her colleagues shared her point of view. “The system hasn't been well utilised in the past. It was there but it wasn’t used in the right way. I discovered that when taking on the role of the leader and I had to find the time and assemble a team that would be responsible for the implementation of the system not only in technical terms but also in psychological.”


Choosing a partner

The decision to choose a CRM system usually isn’t the hardest part. The key part is finding a suitable consultant, since the system needs to be implemented with great caution and adapted to the company’s business model. Fadata doesn’t manage to find the right consultant for quite a while but their first meeting with Next Consult changes everything. “Previous consultants that we’ve used couldn’t prove that they understood not only Salesforce, but our business as well. In Next Consult we found a partner that our whole team, including our colleagues in the UK and Germany, cherish a lot.”, shares Svetla Koleva.


“I have to tell you that Next Consult spoke our language from day one! I have received emails after presentations by the Next Consult consultants, from our London colleagues, saying how content they were, that they believed in the implementation of our project because they were happy to see us working hand in hand with a trustworthy partner.”- Svetla Koleva, director Sales Operations, Fadata Group.

 


An evaluation of Salesforce

“Salesfore turned out to be a very flexible platform that proves that whatever we wish for will be made possible.” gives her absolute trust Svetla. “The road to the full automation of processes and overall increase in efficiency of the company is long, however the results are worth it. No initiative starts with 100% upfront clarity nevertheless with a strong leader and a team of people who believe in the system we can see real results in using it and we will go far.”, finished up the director of the sales department.


You want to find out more about how Salesforce can help your business too?

 

Ask our partner Software Solutions Maxim Kolev. 

Read more of our customer success stories.

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