GaleForce - For Financial Services

Combined Microsoft Dynamics CRM and GaleForce CRM Solution Delivers Improved Client Communication and Internal Efficiencies

Hanson McClain Replaced Inflexible, Functionally Limited CRM System with GaleForce CRM for Wealth Management for Functionality, Integration, and Ease of Customization

About Hanson McClain

Hanson McClain, founded in 1993, is an independent financial planning and investment firm based in Sacramento, California. Founders Scott Hanson and Pat McClain pride themselves on providing highly personalized service to their valued clients. They focus on understanding their clients' needs and building long-term, professional and courteous relationships. Scott and Pat set high standards for ethical, open and honest behavior, excellence in client service and involvement in their community.

Situation

For several years Hanson McClain had been using GoldMine to manage their client relationships. They were frustrated with its lack of flexibility, scalability and stability. Most users found the system time-consuming to update existing data. Due to this, many users had resorted to using spreadsheets to track their work and client information. The system did not support the marketing department's need to manage their campaigns. Lastly, it was difficult to add new features to the system, and integrate it with other technologies that could deliver greater value to both staff and customers. Clearly, Hanson McClain needed a system that would allow them to manage their client information and marketing activities more effectively.

CRM Needs

Hanson McClain required a CRM solution that:

• Addressed unique functionality requirements of the financial planning and investment industry
• Allowed staff to use and learn the system quickly and easily
• Accommodated existing workflows and processes with minimal customization
• Provided flexibility to integrate with Microsoft Active Directory and Exchange

Solution

In late 2007, Hanson McClain evaluated several CRM systems including SugarCRM, salesforce.com and Microsoft Dynamics CRM. They selected Microsoft Dynamics because it offered the best opportunity to leverage their existing investment in other technologies, along with proven CRM functionality. In order to satisfy the unique needs of their business, Hanson McClain considered customizing Dynamics. After evaluating GaleForce CRM for Wealth Management, they decided a combined Microsoft Dynamics CRM/GaleForce CRM solution was the best approach. GaleForce offered the functionality they needed, was fully integrated into Dynamics CRM, and had been tested in the marketplace.

"GaleForce CRM closely matched the way we did business, plus gave us the flexibility to easily customize the solution for integration to front and back office systems, and more."

Barry Chapman, IT Manager, Hanson McClain

Results

Hanson McClain has realized the following benefits from using GaleForce CRM for Wealth Management:

• GaleForce's call management and reporting functionality improved the efficiency of client and prospect communication activities.
• Relationship Managers have a tighter integration with the marketing group. Marketing can assign follow-up tasks to Relationship Managers and check on the status of these tasks at any point in time.
• The flexibility inherent in the combined Microsoft Dynamics and GaleForce CRM solution allowed for partners to have controlled access to the system. The sales team handles inbound requests and passes relevant information to partners for follow up.

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