FairWarning Helps Tri-K Gain Visibility into Their Salesforce Usage

TRI-K, a leading manufacturer of specialty ingredients for the cosmetics industry, needed a way to secure customer data and understand how it was being used by their sales team.

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Executive Summary

TRI-K, a leading manufacturer of specialty ingredients for the cosmetics industry, operates in a highly competitive marketplace where customer data is extremely precious. To avoid losing its competitive edge, the company needed a way to secure its data. It was also important for them to understand how their CRM was being used by their sales team.

Initially, TRI-K faced a low adoption of the CRM by its sales team. Finding a solution that helped the company gain insight into its sales team’s login and usage habits to determine which habits resulted in the most success was one objective. All their customer data was in a centralized location, which prompted TRI-K to find a solution that also secured its data and alerted the team when departing employees exported customer data. With limited time and resources, the company needed a plug-and-play solution.

Within hours of implementation, TRI-K leveraged FairWarning for Salesforce to provide data protection and governance through user activity monitoring. They also saw an increased adoption of their CRM, which resulted in the ability to study behaviors of high performers and improve preparation for sales meetings. Now, the company can prevent data from being downloaded by offboarding personnel.

“I needed a plug-and-play solution. And I found one in FairWarning for Salesforce.”

“By looking at time and quality of use, we were able to prove that our salespeople who use Salesforce with frequency and intensity outperformed those who don’t.”

“We’re able to say, ‘Look at what this high performer is doing. If you do the same, your numbers should improve.’ And, we’ve actually seen that happen!”