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Over the last few years, Banner Engineering has been growing at a rapid rate.  With over 3000 employees, 7 corporate offices, and 147 products, Banner began realizing the challenge of tracking sales quotes from several sales representatives over a wide array of products.  Their system of tracking via MS Excel was actually causing more confusion and extra work.

Six months ago, Banner decided it was time to find a solution to these tracking difficulties and contacted Rivet Solutions, an IT and business solutions consultancy.  Rivet was tasked with finding a CRM solution that matched Banner Engineering’s extensive needs and implementing this solution as quickly and painlessly as possible.

The Business

Banner is the global leader in process and industrial automation, helping customers increase efficiency, reduce costs, ensure quality, monitor and control processes, and safeguard employees.

Banner focuses on delivering industry-leading photo eyes, sensors, vision sensors, wireless sensors, machine safety, e-stop devices, vision lighting, and a wide assortment of indicator lights, tower lights, stack lights, and pick to lights.

The Challenge: Finding a CRM that can Handle Extensive Information yet be Implemented in Under a Month


Ameya Nisal of Rivet solutions lead the effort of finding Banner Engineering a suitable CRM solution.  The first thing he noticed were the extensive requirements.

“Banner had over nine pages of quotation parameters that we needed to meet which was a real challenge.  Additionally, they didn’t have the flexibility to be offline or in limbo for very long and they needed full implementation, automation, and training completed within a month.”

Competitive Analysis of CRM Solutions

As Rivet analyzed Banner’s extensive requirements, it became clear that Zoho CRM was the optimal solution.

“We considered SalesForce and Sugar CRM but quite honestly, I hesitate to recommend them because of the complexity of usage. “

This was especially important considering the timeframe that Rivet had to implement a company-wide CRM solution.

“We emphasized Zoho CRM because of the simplicity of usage.  It is considerably easier to use than any other full-featured CRM solution and considering the timeframe with which they wanted full-implementation, Zoho made the most sense. “

Rivet likes to go the extra level however to ensure that the customer is agreeable to their proposed solution.

“Zoho is always a very agreeable to customers because there is a lot of press out there, specifically GetApp.com, which recommends Zoho as the best all-around CRM solution.  I want the customer to feel 100% comfortable and once I show them these recommendations, they are entirely on-board. Additionally, CRM solutions like SalesForce and Sugar are exorbitantly more expensive and customers pay for features which they never use.  With Zoho CRM, you only pay for the features you use which Banner liked much more.”

Implementing Zoho CRM

Rivet solutions actively worked with Banner engineering and had them independently using Zoho CRM after only 25 days.

Life After Implementing Zoho CRM

“I’m happy to say that Banner has been successfully using Zoho CRM for over 5 months now.  The marketing/sales team incorporates all of their leads within Zoho CRM and Banner has been able to satisfy all of its requirements and needs with Zoho.”

“95% of Zoho CRM users are happy and comfortable using Zoho already.”

What You Like to Say to Other Customers about CRM Solutions?

“This initially seemed a great challenge for Rivet solutions to implement a complete CRM for the largest sensor company from the U.S.  However, I think the ease with which we were able to implement this and the timeframe with which Banner Engineering was able to be completely and comfortably integrated with Z-CRM is a great testament to Zoho. “

To learn more about Rivet Solutions,CLICK HERE

To learn more about Banner Engineering, CLICK HERE

Tags : case study / CRM