When the Dell EMC transaction was announced, sales force readiness and revenue forecasting were identified as critical considerations for a seamless transition on day one and beyond. As Dell Technologies, Dell and EMC would merge tens of thousands of reps into a unified global sales team of more than 40,000 for what would become the world’s largest privately controlled tech company, with $74 billion in revenue. Visibility and collaboration were essential to enable cross-sell of the many complementary server, storage, virtualization and PC technologies in the combined portfolio.
Sales visibility was critical on the executive and planning levels as well, to ensure informed, data-driven revenue forecasting, pipeline management and supply chain planning out of the gate. The underpinning integration to unify the sales teams needed to be implemented swiftly and flawlessly to ensure a frictionless transition and immediate business impact.
Collaborating with EMC IT and end-users from both Dell and EMC, Dell’s IT team completed development and testing work in only a few weeks, after reconciling disparate business rules and processes at the two companies. Launched into production when the merger finalized, Dell Boomi’s real-time, bi-directional integration has enabled visibility and collaboration across the unified Dell Technologies global sales team.
With the Salesforce integration live on day one, sales reps had a single view of more than 50,000 open opportunities across the combined companies to pursue cross-sell opportunities and identify competing “hot spot” products. Real-time, bi-directional replication of opportunities avoids an inefficient “swivel seat” syndrome, with reps having to log into separate Salesforce instances.
“Dell Boomi plays a crucial role in the Dell-EMC combination by providing our unified team of more than 40,000 sales reps with visibility and collaboration from day one,” said Chris McNabb, CEO of Dell Boomi. “By using Boomi to integrate separate Salesforce CRM applications at both Dell and EMC, Dell Technologies is poised for rapid time to value and business impact from the start.”
Kate Parsons, business owner and IT integration lead for the project, said Dell Boomi was the ideal choice for the Salesforce integration project. “Boomi came through in flying colors to get our salesmakers collaborating,” Pittman said. “Boomi’s lightweight footprint and ease of use made development very straightforward work. It’s an extremely agile, cost-effective and robust platform that in this case addresses a critical high-priority need.”
Dell has utilized its Boomi platform for numerous previous internal integration projects, including connecting Microsoft Azure Active Directory to a third-party fulfillment system to automate licensing order processes. EMC was a Boomi user itself, relying on Boomi for integration between Salesforce and an Aprimo marketing tool.
McNabb said he anticipated that Boomi would play a key data and application integration role across the newly combined Dell Technologies landscape.
“Dell Boomi is immensely valuable for companies of all sizes to any-to-any integrations across either cloud or on-premise systems,” McNabb said. “That a small development team could accomplish this initial Salesforce integration in only a few weeks illustrates the time to value and ease of use that has made Dell Boomi a leader in the integration platform as a service market.”