Customer Success Story

TRI-K, a leading manufacturer of specialty ingredients for the cosmetics industry, needed a way to secure their data and understand how it was being used by their sales team.

FairWarning Helps TRI-K Gain Visibility into Their Salesforce Usage

Client ProfileTRI-K is a leading manufacturer of specialty ingredients for the cosmetics industry.

Results• Gained offboarding insights• Improved sales meeting preparation• Able to study the behavior of highperformers• Increased adoption

ChallengeTRI-K was looking for the best way to increase CRM usage, monitor user behavior during the offboarding process, and study user habits to determine best practices.

SolutionFairWarning for Salesforce

Amit Ramakrishnan, Business Manager

Customer Success Story

Unfortunately for Amit, he didn’t have the time and resources it would have taken to make Salesforce fully meet his needs. That caused him to search for something that worked right out of the box. “I needed a plug-and-play solution. And I found one in FairWarning for Salesforce,” says Amit.

I needed a plug-and-play solution. And I found one in FairWarning for Salesforce.”

Amit Ramakrishnan, Business Manager“

“Then, when we put Salesforce in place, we found that our team wasn’t using it because they found it to be too cumbersome. It was almost completely abandoned.”

Even though the adoption rate was low, with all their customer data in a centralized location, the next challenge TRI-K faced was keeping the data secure. One of the most pressing concerns was that sales people would download customer data and take it with them when they left the company.

Additionally, Amit wanted to gain insight into how his team used customer data. It was important to him to have the ability to study login and usage habits so that he could determine which habits resulted in the most success.

TRI-K operates in a highly competitive marketplace where it’s possible for a salesperson to displace a competitor if that person possesses the right customer data. Consequently, customer data is extremely precious. Not only must the sales team use customer data effectively, that data must also be protected so the company doesn’t lose its competitive advantage.

Overview

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One challenge TRI-K faced was that its sales team wasn’t using their CRM. “We started out with an ad hoc system for maintaining customer contacts and relevant information,” explains Amit Ramakrishnan, Business Manager.

The Challenges

Customer Success Story

Gained Offboarding Insights

With FairWarning for Salesforce in place, Amit had the ability to easily see and track who did what, when they did it, where they did it from, and how frequently they did it. This gave him the insight he needed to get a better handle on data governance when offboarding sales personnel.

Improved Sales Meeting Preparation

FairWarning for Salesforce also enabled Amit to see what pre-meeting reports his sales team was generating but not bothering to save. Looking at the data, he quickly saw patterns in what things members of his team were looking for. That caused him to reach out to them ask if it would help them to have faster access to certain types of reports. “This was really helpful for my team because before they were able to articulate their needs, I was able to provide a solution,” explains Amit.

Within hours of implementation, Amit was getting value out of the Event Monitoring feature of FairWarning for Salesforce.

Results

FairWarning for Salesforce leverages Salesforce’s event monitoring files to provide data protection and governance through user activity monitoring. It takes the raw data from event monitoring files and turns that data into human-readable text, thereby enabling any business-minded user to gain powerful insights and take action.

Solution

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Ability to Study the Behavior of High Performers

Using FairWarning for Salesforce to set a usage threshold enabled TRI-K to track the behavior of its sales team in terms of frequency and intensity of usage. “There is an adage that business suffers if a salesperson spends their time in front of the computer instead of meeting with customers,” recalls Amit. “By looking at time and quality of use, we were able to prove that our salespeople who use Salesforce with frequency and intensity outperformed those who don’t.”

Increased Adoption

With the ability to track the behavior of high performers came the ability to drive increased adoption without conflict or drama. “We’re actually able to motivate people to use Salesforce more because we can show the value of increased usage through sales numbers,” shares Amit. “We’re able to say, ‘Look at what this high performer is doing. If you do the same, your numbers should improve.’ And, we’ve actually seen that happen!”

Customer Success Story

for Salesforce

Ultimately, FairWarning for Salesforce was the plug-and-play solution Amit was looking for. “The team at FairWarning was Heaven sent,” says Amit with a smile.

By looking at time and quality of use, we were able to prove that our salespeople who use Salesforce with frequency and intensity outperformed those who don’t.”“

We’re able to say, ‘Look at what this high performer is doing. If you do the same, your numbers should improve.’ And, we’ve actually seen that happen!”“

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For more information, please visit www.FairWarning.com 727-576-6700 | Solutions@FairWarning.com© Copyright 2004-2019 FairWarning, Inc. | All rights reserved. Various trademarks held by their respective owners.

13535 Feather Sound Drive, Suite 600Clearwater, Florida 33762 USA

About FairWarningFairWarning strives to protect the health, wealth, and personal information for every person on Earth. The company’s industry-leading, affordable application security solutions provide data protection and governance for Electronic Health Records (EHRs), Salesforce, Office 365, and hundreds of other applications. FairWarning solutions protect organizations of all sizes against data theft and misuse through real-time and continuous user activity monitoring and improve compliance effectiveness with complex federal and state privacy laws such as HIPAA, PCI, FINRA, SOX, FISMA and EU Data Protection Act. FairWarning catches people stealing your data.

About TRI-KSince 1974, TRI-K Industries, Inc. has been a leading manufacturer of specialty ingredients, bringing innovative concepts and products to life for the cosmetics industry. TRI-K strives to keep ahead of the curve with a specialization in cosmetic proteins, natural actives and multi-functional peptides. TRI-K is a member of the Galaxy Group, with sales offices, manufacturing facilities and partners around the world.

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