Can you share a brief description of your business and your role?
Powell Software, subsidiary of Expertime, is a global publisher of Digital Workplace and Intranet solutions in Microsoft Office 365 environments. Our solution improves the Office 365 user experience.
I’m Jean-Pierre Vimard, the CEO of Powell Software, and I oversee sales and marketing.
What business problem were you trying to solve when you became interested in RowShare?
It was the rise of commercial opportunities by our reseller partners. We need to identify which partner contacted us first about a project. It’s a challenge to share confidential information with different companies competing with each other without risking information leakage.
Previously, our partners sent us information about new projects by email, and then we transposed them into an Excel file that shared within Powell Software.
We wanted to improve several aspects of this process:
• On the one hand, we wanted the partners to send us more structured information. By email, everyone sent what they wanted and often it wasn’t precise enough.
• We also wanted to save time and avoid mistakes by limiting copying-pasting and manual reprocessing
• Finally, in both business meetings and when communicating with prospects, we needed access to the most up-to-date information.
How did you hear about RowShare for the first time?
Our two companies are part of the ecosystem of Microsoft partners. We were already in touch about other topics.
Have you considered other solutions?
At first, we explored the possibility of further automatizing the process in Excel, but it was impossible to centralize all the information into the same spreadsheet while preserving the confidentiality of the information of each of our trading partners.
We did of course also consider implementing a CRM, in particular, Microsoft Dynamics. It was rather logical for commercial leads. But our experience in “change management” and the adoption of collaborative tools discouraged us from doing this. I’ll explain why.
We feel that any information in our CRM must be of very high quality, and it should be ready to be processed by our sales teams. To inform our CRM would, therefore, have required too much work for our partners who would have mostly resorted to sending emails out of simplicity, which we really wanted to avoid. On the other hand, we wanted to give our partners some agility.
We needed a ready-to-use, easy-to-use solution that would be adopted quickly.