Bankers Systems Inc. is joining the growing list of companies, including major financial institutions, that use Vantive Corp. software to help automate their sales processes.
BSI, based in St. Cloud, Minn., said it will use Vantive Enterprise technology to manage all sales contacts.
BSI already uses Santa Clara, Calif.-based Vantive's customer support software to track and record in a data base all service calls.
"With Vantive Enterprise, we can not only increase our sales productivity overall, but by resolving customer issues quickly we can also improve customer loyalty and increase employee satisfaction for our 350- plus users," said Ronald E. Mason Jr., BSI's senior vice president of sales.
The new system will not only save money, Mr. Mason said, but also save both customers' and representatives' time.
The Vantive operation is part of BSI's automation of its 150-member sales force. Until now, sales agents would record their own contact and business information, which was inaccessible to others in the company. Mr. Mason is giving each representative a laptop computer to record all interactions with customers.
BSI, a forms and document company with $100 million of annual revenue, is also creating a catalogue of products and services. It plans to put the catalogue on-line by yearend, Mr. Mason said.
Using Vantive software, BSI representatives in the field and at the main office can keep track of all interactions with customers. Most are in the community bank market, but they also include First Union Corp., Green Tree Financial Corp., and Wells Fargo & Co.