Gilat Satellite Networks Empowers its Sales Teams with Salesforce CRM

Gilat Satellite Networks Ltd (NASDAQ, TASE: GILT) is a leading provider of products and services for satellite-based broadband communications. Gilat develops and markets a wide range of high-performance satellite ground segment equipment and VSATs, with an increasing focus on the consumer and Ka-band market.

In addition, Gilat enables mobile SOTM (Satellite-on-the-Move) solutions providing low-profile antennas, next generation solid-state power amplifiers and modems. Gilat also provides managed network and satellite-based services for rural telephony and Internet access via its subsidiaries in the United States, Peru and Colombia.

Business Challenge

As a global organization, Gilat Satellite Networks Ltd required a tight match between the selected CRM system and its business processes, taking into consideration the unique requirements of its different global operations regions. The initial requirement was to define and optimize the system so it provides adequate response to these regional needs, so that regional sales manager are finally equipped with the right tool to manage sales processes and update their forecasts

The Solution

In 2013 Gilat announced it has selected Salesforce to be the backbone of the new CRM system. The system was adapted to Gilat’s needs and customized to support its sales and marketing operations, both in Israel and worldwide. The solution supports several key business features:

  • Managing sales forecasts
  • Executive dashboards for managers in multiple levels of the organization
  • Integration with Gilat’s SAP ERP system for customer data sync
  • Integration with Gilat’s sales quote system

In addition, ServiceWise implemented a Single Sign On solution to allow users within Gilat’s IT network to seamlessly access Salesforce, without the need for a separate login, through Gilat’s Active Directory server.

Business Results

The CRM system, which has been implemented in two phases, allows Gilat Satellite Networks’ executives to have a clear, consistent status for each of its customers, including ERP data.

Users benefit from Salesforce’s convenient, user friendly tools. Also, the fact that sales managers have at their disposal a tool to manage their sales processes, including forecasts, allows them to plan ahead more efficiently. At the recently held annual sales meeting, many of the participants expressed their satisfaction with the system and with ServiceWise’s efficient management of the implementation process.

Link to the PR article:

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