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TMCNet:  114% Increase in Net Revenues Due to Commence CRM According to SPL

[March 21, 2008]

114% Increase in Net Revenues Due to Commence CRM According to SPL

Commence Corporation is a leading provider of Customer Relationship Management solutions. The company’s products are designed to provide growing businesses with flexible solutions that leverage the Web to offer an integrated platform for managing sales execution and customer service. Commence supports several thousand customers through a worldwide distribution network, with outlets in North and South America, Europe and Asia. According to Larry Caretsky, President of Commence CRM, “We are delighted that SPL is able to gain so much benefit from the technology solutions we provide.”

Randall Ritch, Technical Sales Consultant with SPL, Inc. – Hydrocarbon based in Houston shared, “My history with Commence goes back to 1994. I have used the product throughout my career to help redefine the business practices for each organization I have worked or consulted. When I interviewed for the position I’m in now, one of the first issues I asked about was their CRM and immediately realized the added potential I could bring to my position. I was able to make a case to management for a change from their existing application, ACT, to Commence. I started here in October of 2004 and began immediately on the implementation of a Commence based solution.”

Many small and mid-sized businesses (SMB) have taken notice of Commence Corporation (, a provider of on-premise and hosted web-based solutions designed specifically for this businesses sector. The company is gaining momentum and marketshare with Commence On-Demand, a suite of CRM (customer relationship management) applications that is deployed as software as a service (SaaS (News - Alert)).

Ritch said what prompted the initial need for Commence at SPL was, “There was no commonly accessible platform from which an effective marketing and sales effort could be mounted. The organization I work for has multiple divisions with overlapping account responsibility. It was often a case of the right hand didn’t know the left hand was already conducting business with an account.”

Ritch detailed, “Our initial goal was to stream line the Quotation/Proposal process to shorten the time from request to response. From the outset of this project Commence has been open to new ideas and ways to maximize the benefits of their application to serve our needs. In our case we asked them to look at a marriage of their application to Aspire Technologies, Inc.’s – Quotewerks.”

Ritch acknowledged that initial buy-in by all affected parties was slow, as is typically, so the scale of the benefits are still being realized, but to date there have been significant improvements in:

1. Faster responses to request for proposals. Now when a quote/proposal is generated it’s often within minutes of receipt of the request and with more consistency, eliminating costly errors that often harm the client/vendor relationship.
2. More consistent proposal and contact follow-up. Now when a quote is prepared it’s logged in to a system that tickles those responsible to check the status of the opportunity diminishing the chances for a lost sale and impressing the client with our attention to their business interests.
3. Improved cross-divisional awareness. When a client is “touched” by one of our employees now there’s a conveniently accessible record of the event, to which the other division’s employees, including those around the country in remote offices, can reference prior to or in the course of conducting their own sales efforts. You can even tickle others to something that deserves their attention.

The net results to date, for Ritch’s division, where the Commence pilot was initiated, has been a higher net return and improved client relations. The impact on SPL’s bottom line has been an increase of net revenues by 114% in less than two years.

Commence Corporation
Larry Caretsky

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