NetSuite Helps Media Leader Add 20% to Annual Revenues

Results:

• Since moving across to NetSuite, The Superyacht Group has expanded into three new market segments, which are adding 20% yearly to revenues
• Thanks to integrated financial processes, the company now gets invoices out in minutes, compared to weeks, and has cut its receivables backlog by 70%
• Productivity of sales reps has increased by as much as 80% due to the increased efficiencies of integrated marketing processes
• Integrated, centralized customer information and detailed analytic reports help The Superyacht Group target and market to existing customers more accurately and effectively than before
• Integrated customer information also helps account managers identify the most profitable customers for more personalized attention, and fewer missed opportunities.

Challenges:

• Market-leading media company wanted to expand product scope and market penetration within the global high-end yacht-owner market
• Lack of customer-information integration prevented account managers from tracking customer behavior or identifying best customers, and resulted in missed sales opportunities
• The Superyacht Group wanted to market new media properties and events to builders, brokers, and suppliers of high-end yachts, but limited business software made it difficult to analyze and forecast the needs of new prospects.

Solution:

• The company replaced QuickBooks, FileMaker pro, and spreadsheets with NetSuite ERP and CRM
• NetSuite CRM consolidates all customer and prospect information, including sales reps' tradeshow notes, to help build detailed database for future marketing
• Role-based dashboards help company account managers track and predict customer behavior, critical to success in a market with a well-defined base of very knowledgeable customers.