The Equities division of a leading investment bank had licensed Salesforce.com to help drive sales. Following a successful implementation of basic contact management, the company needed to evolve the existing Salesforce.com configuration to support the needs of the business. Management also wanted to deliver value to everyday users of the system and not just to management.

Fujitsu was retained to initially help in the identification of key areas where Salesforce.com could add value. Following client agreement, Fujitsu then went on to identify some priority areas for the evolution of the solution and implement those chosen priorities in Salesforce.com. 

The client's business imperative was to increase its placing in broker rankings with a view to increasing fee income per key account. Client servicing and relationship management were seen as key elements in this strategy. Working with the client, Fujitsu identified a number of areas where the current Salesforce.com implementation needed attention.

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