How Fuji Xerox Fixed Its Forecasting Problem

Richard Salmond used to dread the end of the month. As Fuji Xerox Australia’s financial planning and analysis manager, his stress level would rise every few weeks because there was just no way to see very far down the sales funnel.

“We’d focus on delivering a month, fall over the line, and then worry about the next month,” he said. “It was a vicious cycle.”

What changed? In 2015, Australia’s leading manufacturer of printers, scanners, and fax machines implemented Domo. Now, everyone within the document processing company’s sales department has more than 90 days of visibility.

Domo started by pooling and “cleaning” all of Fuji Xerox’s data to give the sales team a clear picture of the stage each customer or prospect was in. Then it helped Fuji Xerox determine what opportunities were being missed.

“Our salespeople would tell us they’ve exhausted every customer, that they’ve visited them all,” Salmond said. “But there was just no way of truly knowing that. There was just too much to keep track of with the way we were trying to keep track of it.”

With Domo, Fuji Xerox’s sales team can identify what devices and outlets need service or attention, slice them into segments, and then zero in on where to go with renewal offers and incentives—a highly efficient and cost-effective way to extend customer relationships.

It’s a nice position to be in, says Salmond—especially in an age when so many companies are trying to do more with less, which can make for overworked and/or understaffed sales teams.

In those situations, virtually every request—from producing basic reports to making sense of countless sources of data—becomes “a challenge to fulfill, causing a lot of them to get left in the proverbial bread line,” said Jonathan Rye, Domo’s vice president of sales operations.

Added Salmond: “It used to take months to solve even the simplest problem. With Domo, we can work with speed and agility. Our whole sales operation runs so much smoother. Everyone has access to data in an easy-to-digest format. And if the next month doesn’t look good, we can do something about it.”

To learn more about how Domo can help sales executives, managers, and reps themselves make better, faster decisions so they can meet and exceed their goals and enhance the bottom line, click here.