CRM System Used To Centralize Data And Form Relationships Between Sales Reps And Advertisers

Scripps Networks is a subsidiary of the E. W. Scripps Company, a diverse media concern with interests in national lifestyle cable networks, newspaper publishing, broadcast television stations, electronic commerce, interactive media, and licensing and syndication. Scripps operates daily and community newspapers in 18 markets, 10 broadcast TV stations, five cable and satellite television programming networks, a television retailing network and online search and comparison shopping services.

Scripps Networks has the responsibility of selling advertising on each of their five network brands. With a different sales team for each network and more than 100 sales representatives in the field, information on advertisers, agencies and networks was not centralized. Reps worked with a combination of spreadsheets and Outlook contact files to maintain their customer base and conduct new business sales.

Scripps set out to find a CRM system that could not only centralize its data, but also allow the company to better understand the relationships between its sales reps, ad agencies, advertisers and its networks. In doing this, the company could better manage its sales process, identify and track cross-selling opportunities, increase sales and retain valuable customer information. Scripps Networks chose Sage SalesLogix CRM primarily because of its excellent ability to track and maintain multiple relationships.