Background informationRossel is the leading media group in French Belgium and is present in different markets. It is mainly active in daily newspapers with brands such as: Le Soir, La Voix du Nord, La Meuse, La Nouvelle Gazette, L'Echo, De Tijd, Metro, Lille Plus and others. Also monthly magazines and free magazines are an important part of their target market: Vlan, Soir Magazine and paying local magazines in the North of France.
ChallengesThe project aimed to give Rossel a better vision of all the quotes made by their sales people, but also of their pipeline. They needed a more homogeneous view of commercial activities across their multiple businesses. The project consisted in customizing Salesforce.com for Rossel and then roll-out to the different entities of the group.
Rossel were looking for a partner, with a flexible structure that was able to take care of all their needs. They needed a company with experience, expertise based on the solution implemented within the group and also with an experience and knowledge in the media industry.
The partner also needed to have significant experience in integration, because Salesforce.com needed to be integrated in real-time with some of their back-office applications.
Solution approachABSI provided consulting, change management, integration, customization and development of Salesforce.com in order to have a successful roll-out for the different entities within the group. This was done in different phases: first for the National and Regional teams, then for Groupolitan, then for Vlan (Régie Number One). Other entities are to follow.
ResultsRossel customised Salesforce.com for all commercial teams, but also for Groupolitan, one of their subsidiaries. Groupolitan provided their sales team with tablets, enabling the immediate digital signature with their customers, integrated with Salesforce.com, and thus significantly reducing their closing-time. The collaboration with ABSI allows Rossel optimal support with handling of any change requests that may be encountered, as well as fast, easy deployment in the near future.
Rossel has now achieved a centralised view of their commercial activities, enabling a quicker time-to-market in this fast evolving media market.