The Stewart Corporation is one of America's leading providers of title insurance and related services to the real estate and mortgage industries. PropertyInfo Corporation, its Realty Segment, needed a solution to develop new pipeline and close deals during a major real estate industry downturn.
The Challenge
"We had no CRM, no centralized sales reporting process or record keeping system of any kind," said Tom Groom, Chief Technology Officer and Senior Vice President of the Realty Segment of PropertyInfo Corporation. "Sales reps were tracking their own activities in the field using whatever system they had at hand. Some were using ACT; some just built their own spreadsheets. But the bottom line was that as an organization we had no centralized control over that data and no visibility into it that would help our sales reps build or track leads."
The Approach
With the real estate industry in crisis and competition more intense than ever, PropertyInfo needed a more efficient, mobile-friendly process to help its title insurance sales force develop new pipeline and drive revenue — centered on a mobile deployment of Salesforce.com built with Baker Communications.
This case study is narrative-driven in the original source material; no single headline stat was documented alongside it. Flagged for a closer review before using in a stat-led context.