Safety-Kleen
Replacing CRM System Generates Large Savings and New Efficiencies for Green Company
Brief description of the business

Safety-Kleen is a leading environmental services company, located in Plano, Texas providing services to over 270,000 customers, and is the largest green developer of re-refining and responsible cleaning solutions in North America. The company is still at the forefront of developing practical green processes for business, just as they were the day the company was founded. In fact, for many years, Safety-Kleen was the only company that provided this service. From 1954 to 1959, Ben Palmer invented the Parts Washer. The parts washer was a success from the start, and he decided in the early 1960’s not to sell his machine, but to lease it to the customer and service it by removing and replenishing the used solvent.

The business problem
Safety-Kleen needed a CRM solution that was easy to use, support, could seamlessly connect with its existing line of business applications, and was cost-effective. Safety-Kleen previously used Salesforce.com. Integration tasks were difficult and network latency caused performance issues. Salespeople were wasting valuable selling time duplicating lead entry. * Technology and Cost Concerns:
With the use of Salesforce.com, and several other technologies, Safety-Kleen’s employees had to work around a fragmented data repository, which caused inefficiencies and resulted in unreliable information. It was a challenge to integrate with other tools or adjust to reflect evolving business needs. It was also tough to maintain all customer data in one solution. There were high licensing costs, the amount of licenses had to be restricted, which meant not all of the sales team members had access to the CRM system. Therefore this drained the effectiveness of the sales team members since they had to navigate five