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Atlantic Data Security Ditches Salesforce, embraces Workbooks

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Atlantic Data Security, a Connecticut-based data security company, is replacing its Salesforce implementation with the cloud-based CRM and Marketing Automation vendor — that has recently opened their first US office — Workbooks. Atlantic said it will be able to support its future growth by reducing costs, increasing functionality and giving a single view of its customers on a unified platform, behind common practices and processes.

Atlantic was looking for a CRM platform to support the future growth of the business and was drawn to Workbooks’ order processing, invoicing and contract management functionality.

“We didn’t think we were getting good value from our Salesforce solution so we started looking at other vendors. With Workbooks, not only are we achieving savings on our license fees but Workbooks provides more and better functionality,” said Rick Romkey, the principle of Atlantic Data Security, “The sales forecasting is way better than what we had with Salesforce. Workbooks also worked closely with us during implementation so we didn’t have to deal with third-party consultants. This was the right decision for us. Already the relationship between Workbooks and Atlantic is rapidly delivering clarity from complexity.”

Workbooks delivers cloud-based CRM and Marketing Automation applications which includes order management and fulfillment, invoicing and supplier management, at 50-70% less the price than offerings from Salesforce or Microsoft Dynamics.

Atlantic began by replacing ten-user Salesforce CRM implementations for sales automation then an additional 12 following the acquisition of an IT security firm, Netanium. Atlantic Data Security was also looking to expand in order to include the email marketing tool GatorMail, Web analytics tool Web Insights, and Event Management to replace the existing Netanium functionality, as well as Workbooks’ Mapping Module.

“The implementation is a significant step for Atlantic and one that was turned around in just five weeks, even during a time in which Atlantic acquired another company with its own CRM system,” said Dan Collins, CEO of Workbooks Online Inc. “This was a complex project that had to be implemented quickly. Our focus was on reducing costs, merging the Atlantic and Netanium solutions and aligning the sales and marketing teams onto one platform to provide end-to-end visibility behind a common set of practices and processes, all the while ensuring the continuity of the business. We’re delighted to have completed our first US implementation so soon after our expansion into the country. These are very exciting times for Workbooks and we’re looking forward to supporting many more US businesses in the future.”

Due to the upcoming expiration of Atlantic’s Salesforce licenses, the project had to be implemented in just five weeks. The team ran a 20-day project focused on Atlantic’s sales and marketing business needs, covering contact management, lead and campaign management, quote and sales management and pipeline reporting. The project also included setup and configuration of Workbooks’ Gatormail marketing functionality and migrating data from the two separate Salesforce solutions and deduplication.

Workbooks consultants then began by migrating the quote generation functionality. Atlantic was generating quotes using Salesforce and in order to ensure business continuity, this became the top priority, including moving from multiple PDF templates in Salesforce to just one in Workbooks, with the logic embedded into the PDF so users do not have to remember what type of template to use.

Atlantic Data Security was the first US company to implement a Workbooks solution since Workbooks announced its expansion into the US in June 2018. Because Workbooks delivers more functionality than Salesforce for 50% less the cost, Atlantic will recoup implementation costs in less than two years and continue significant savings on license costs beyond that.

Kaitlin Thornhill

Kaitlin Thornhill is a freelance marketer supporting various domestic and overseas clients building and running social media and marketing programs. She is a content expert on open source, cloud, tech education and developer tools. Kaitlin has worked with a number of technology companies including Mirantis, ownCloud and Holberton School, among others.

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