Sparqing success

OSI Maritime Salesforce Sales Cloud

“We needed clarity and control of our sales pipeline and that’s what we got. Who you work with matters.” 

Jim Davison

Vice President Business Development

Company profile:

OSI Maritime Systems develops and supports integrated navigation bridge systems for warships, integrated dived navigation systems for submarines, and command and control systems for small craft to 25 navies totalling more than 700 warships and submarine vessels.

Size:

335 Employees

Wins:

Funnel growth in excess of 100% in 2 years

Process excellence to support aggressive growth

Tremendous win-rate improvement

CRM tailored to OSI business development processes

Pipeline clarity and accuracy

OSI Maritime sees funnel growth in excess of 250% over 2 years

Objective

OSI Maritime needed a CRM to manage interactions with a highly discerning, global customer base including the ability to manage the sales pipeline, tender responses, and trade show activity. 

Challenge

OSI Maritime had tried other solutions and CRMs to manage the sales pipeline but found these difficult to use and reverted to spreadsheets and documents to drive the sales pipeline, data capture, forecasting, and approvals. This resulted in substantial manual effort, rekeying of information, information silos, and unstructured and unlinked data, jeopardizing OSI Maritime’s ability to forecast production and pursue the correct proposals. 

Outcome

“It was massively important that our CRM project succeed,” says Jim Davison, Vice President Business Development. “We turned to Salesforce and Creative Sparq and it has transformed the way we look at our data and forecast into the future.” 

By examining existing processes, working towards desired outcomes, and then engineering a full transformation using features of the Salesforce platform, Creative Sparq helped OSI Maritime unlock revenue and inspire a renewed commitment to process discipline. 

“Now, I sit down with the President & CEO and ask him how far he wants to look in the future because we can produce reports showing a phased view of our pipeline, and understand where every opportunity is in our process.” 

Success through partnership

“The Creative Sparq team provided prompt and continuous support to OSI’s team, beyond what we expected. Having to deal with our users in multiple locations around the world was challenging but the Creative Sparq team provided quick support up until the project was completed,” says Jose Vargas, Director Proposals. Jose continues, “You do not come across too many subcontractors that engage with us as a team and can achieve results like they have given us. Creative Sparq was very accommodating and supportive. They made us feel a part of their team and that was a very important key to the success of the project. I have no reservations in working with this team again.” 

“In my 18 years managing marketing and sales activity in multiple systems and tools,” Davison adds, “I had never before had such a fit-for-purpose, easy-to-use, and intuitive solution as what Creative Sparq delivered. I’m pretty damn impressed.”

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