Huthwaite

Huthwaite, the creators of SPIN® Selling, is the world’s premier sales performance improvement organisation. For over 25 years, they have helped hundreds of organisations -- including some of Australia’s most respected companies -- achieve competitive advantage by developing successful sales skills, implementing sales management and strategy programs, and creating innovative sales force responses to market-place demands.

The Problem

In response to unprecedented, exponential growth of clients and website visitors, Huthwaite Asia Pacific needed a more robust system to manage, track and respond to incoming sales enquiries. With Account Managers and Marketing personnel situated throughout Sydney, Melbourne and Singapore, the combination of bulky spreadsheets, lead lists, emails and shared folders was proving to be inefficient. In addition, with dozens of whitepapers, books, articles and other assorted content in their “library”, they were struggling to present these pieces in a manner that was a) easy for visitors to find, b) search-engine friendly, and c) “trackable” for Huthwaite Account Managers.

Finally, since the Huthwaite.com.au website was managed by an outsourced provider, even the most simple of copy changes required an inordinate amount of emails and phone calls to their designer – who was only too happy to be “on the clock” for each and every change made. As their website management costs continued to rise, and their CRM efforts continued to be more reactive than proactive, Huthwaite Asia Pacific realised that they needed an integrated web/CRM system, and they needed it “yesterday”.

The Solution

Salsa partnered with Huthwaite Asia Pacific to develop a new look & feel for the website, while deploying an easy-to-use web content management system. The new system allowed Huthwaite’s marketing team to quickly and easily make real-time changes to any page on the site, while also controlling the upload of images, whitepapers, articles and their entire collection of products and sales collateral.

In addition, Salsa managed the complete migration from Huthwaite’s legacy database (Goldmine) to SugarCRM, a robust on-demand system that allows Huthwaite to track and manage the entire sales & marketing cycle for all clients and prospects. Huthwaite can now compose, send and track campaign emails and newsletters, assign leads to Account Managers throughout the Asia Pacific Region, manage sales opportunities and forecasting in real-time, track all contact and activities with clients and partners, and, most importantly, save a significant amount of money in the process.

The Outcome

As a result of their Salsa Web/CRM solution, Huthwaite Asia Pacific projects a savings of over $100,000 per annum for their web and email management costs. In addition, their improved ability to respond to enquiries in an integrated, efficient and process-based manner is giving Huthwaite’s sales team a powerful tool to help them significantly improve the relationship with their clients and prospects. Finally, the customisable reporting and forecasting tools are giving Huthwaite management a real-time, high-altitude view of the organisation’s sales efforts.

“Salsa partnered with us every step of the way. They listened to our (long) list of requirements, provided strategic advice throughout the design phase, communicated brilliantly throughout all phases of design and deployment, and delivered a solution that has exceeded our expectations in every way. Their depth of knowledge in Design, Search Engine Optimisation, PPC and CRM were invaluable in this process, and we look forward to working with them in the future on other website and design projects.” Richard Fellner – Strategic Communications and PR Manager