Viamédia, the advertising sales agency, has chosen Selligent to drive and optimise its sales activity

Paris, January 15, 2007 - Selligent, the Franco-Belgian company that has become one of the leading CRM publishers in Europe, announces the adoption of Selligent X@ by about a hundred sales representatives and managers at Viamédia. Thanks to its new CRM solution the advertising sales agency is from now on better equipped to support its expansion (multiple advertising media and the integration of new teams) and rise to the challenges of a complex and constantly evolving market (internet and free newspapers).

Viamédia sells space in several advertising media and groups together 11 newspaper families and 20 media vehicles including: Le Télégramme, Tv Magazine, Métro, le Journal des Entreprises and Le Point as well as various free newspapers and websites. Initially serving a single daily, that is Le Télégramme, they became in 2001 a multiple-media agency by making themselves available to other publishers who wanted to be represented in the West of France. "In order to be able to respond to this strongly accelerating proliferation of advertising media and the integration of new teams we increasingly felt the need for a focal point for all the teams and for a way to keep ourselves informed about the position and the circumstances of all our customers", explains Patrick Richard, Viamédia's CEO. Thence the decision to acquire a Customer Relationship Management solution.

Modern and scalable
Patrick Richard clarifies: "We wanted to make available to users a functional, perennial and evolving tool that would permit harmonisation of working methods. It would optimise the sales performance of our sales representatives without technical constraints and possess user-friendly ergonomics suited to their activity."

The company performed an initial selection based on the specifications formulated at the beginning of 2005. Following a detailed analysis the Selligent solution soon imposed itself as the best suited and the most flexible. The principle of a web-based solution, modern and scalable at the same time, particularly appealed to Viamédia.

The schedule and specifications were observed to the letter and user adoption was immediate. The project was implemented by the Brest-based company ASTEN.

Improved performance
Viamédia sales representatives need to understand the expectations of their advertising customers and be able to propose the right media bearing in mind their investment schedules and budgetary allocations for different media. Selligent X@ gives them a global overview of their customers and allows them to monitor their activity (quotations, signed contracts, itemised sales figures for various products.). Moreover, the Marketing Department uses Selligent X@ to supply them with all the factual information they need (price lists, ad hoc studies, the sales pitch.) in real time.

Viamédia has also found Selligent to be a true managerial support tool. It allows the management to centralise information, to analyse, grasp, react, anticipate, in a word to drive the business and the teams.

Since the beginning of this year the sales reps' annual targets are integrated in the system so that they can be coordinated with the sales action plans already generated by Selligent.

Patrick Richard concludes with the following words: "We are completely satisfied with our choice. We are now able to face a market that is undergoing a total reorganisation with the arrival of the internet and free newspapers among the rest. Selligent X@ backs up the vigorous growth of our company, allows us to perform better and gives us confidence in our ability to conquer new markets and attract new advertisers."
 

Hintergrundinformationen

Selligent Unternehmensprofil
Selligent ist ein internationales Unternehmen, das hochleistungsfähige Lösungen für den Vertrieb, Marketing und Kundenservice bietet.
Der besondere Erfolg der Lösungen von Selligent bei den mehr als Anwendern ist das Ergebnis der intensiven Unterstützung durch Coaching und Training während der Implementierung sowie der flexiblen Konfigurationsmöglichkeiten der fortschrittlichen Web-basierten Technologie. Diese zwei Komponenten garantieren einen schnellen Return-on-Investment (ROI), eine hohe Anwenderakzeptanz und niedrige Total Cost of Ownership (TCO).
Selligent konnte, aufgrund dieser Vorteile, eine für die CRM-Branche außerordentlich hohe Kundenbindungsrate erzielen.

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