FrontRange Case Study

Advanstar Communications

In the past, sales and marketing representatives at Advanstar Communications Inc. (c), a worldwide business information company, used various contact management methods – including GoldMine, ACT, Excel and handwritten records. Without a centralized, coordinated contact management program, records were isolated with each representative, slowing productivity and hindering targeted, strategic sales and customer service for Advanstar, which serves specialized markets through 115 magazines and directories, 90 tradeshows and conferences, numerous Web sites, and a wide range of direct marketing, database and reference products and services. With publications and trade shows for approximately 11 unique industries ranging from beauty to automotive, Advanstar sales representatives needed up-to-date records for nearly half a million contacts.

Tags: CRM, Contact Management, Advanstar

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