Western Express, Inc. Keeps On Trucking with Salesforce Sales Cloud From Dell

Western Express, Inc. Keeps On Trucking with Salesforce Sales Cloud From Dell
Major regional truck load carrier deploys modern sales force automation to beat the competition

Challenge:

  • Western Express, a truck load carrier based in Nashville, TN, began in 1991; under new ownership, the company grew from 36 trucks in 1996 to more than 2,400 trucks today.
  • The GM and VP of Sales for the company’s Flatbed Division – responsible for 40% of the company’s $432 M in revenue – realized the sales team’s outdated sales tracking system did not provide the customer insight they needed to stay competitive in a highly-fragmented marketplace.
  • It was very difficult for the Flatbed Division to understand who their customers were, which customers belonged to which reps, or begin building annual plans based on customer buying patterns. 

Solution:

  • Western Express chose Salesforce Sales Cloud to provide customer insight and tracking
  • The company also selected Dell Boomi Integration to provide complete customer visibility across Sales Cloud and a legacy AS/400 system with additional customer data. 

Results:

  • Dell’s solution has streamlined Western Express’  information flow between drivers, salespeople, and head office operations to deliver more value to their customers
  • Dell’s fixed-cost, fixed scope implementation, training, and support services provided a single, trusted partner that provided rapid time to value in a highly competitive industry.

Key Stats:

  • Company: Western Express, Inc.
  • Industry: Transportation
  • Size: Small
  • Region: USA
  • Applications: Salesforce Sales Cloud, Dell Boomi Integration