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In 1991, Ascom Timeplex, a network manufacturer, was experiencing tremendous growth. More and more of its clients were Fortune 500 companies and the products they demanded and Ascom supplied were increasingly complex. In order to make the sale, Ascom representatives needed access to more information on demand while working with the customer. Automation helped Ascom sales representatives to close the deal.
Ascom had three goals for their sales automation efforts:...
