Digi-Data CASE STUDY : Digi-Data - SugarCRM

CASE STUDY: Digi-Data
Company Profile
Headquarters
Columbia, MD
Founded
1960
Web Site
www.digidata.com
Company Description
Provider of cost effective core
technologies such as data
protection, media archiving,
digital surveillance, and large
scale storage solutions.
Digi-Data
Increasing Efficiency and Fueling Innovation
For almost fifty years Digi Data has been a verify when partners would officially register
leading innovator in the data storage and deals. With Sugar now in place we have had
data protection industry. Although data zero partner conflict as Sugar’s real time
storage and protection technology has tracking allows us to tediously monitor
evolved rapidly during this period, Digi-Data pending opportunities,” says Director of
has remained a market leader in providing Sales Tom Fabrizio
companies with best in class solutions
through their strong OEM channel network. Selecting SugarCRM ®
Digi-Data considered several CRM solutions
Headquartered in Columbia, Maryland, Digi- to replace ACT! including Salesforce.com
Data has offices in New York, Colorado, as and Goldmine. Goldmine was a familiar
well as California. Despite not having any CRM solution to many within the company
international offices, Digi-Data’s extensive but did not have the hosted platform to
partner network allows them to have a strong provide real-time views into critical data that
presence in Europe as well as Asia.
the company required.
Solution
Sugar Professional
On-Demand
Previous CRM Solution
ACT!
Key Customers
World Bank, Disney, Southeast
Alabama Medical Center
In 2006 Digi-Data acquired BigVault
Corporation and has other acquisition
activities in place to broaden Digi-Data’s
product offerings.
A Failed ACT!
For forty seven years, Digi-Data has evolved
to meet the data storage and protection
needs of their international clientele.
Unfortunately Digi-Data’s CRM solution,
ACT!, did not evolve at a similar pace. As
Digi-Data grew and fostered partner relationships,
ACT!’s functionality and interface
stayed the same.
The biggest issue for Digi-Data was that
ACT! data did not update in real time. Often
employees would base decisions and conversations
with customers based on outdated
data in ACT!. Often not having this real time
data led to problems for Digi-Data and their
partner network.
“Before we implemented Sugar ® , we had a
lot of partner conflict as it was impossible to
Digi-Data signed up for a free 30 day trial of
Sugar Professional On-Demand and subsequently
selected Sugar as their new CRM
solution. The purchasing decision panel, led
by Fabrizio, was impressed with Sugar’s
diverse functionality, low costs, easy to use
interface, and more importantly the multiple
deployment options.
“We are a fast growing and very technically
savvy company. We knew that by implementing
Sugar On-Demand, we could get
up and running faster, but down the road we
may opt to bring Sugar in house. With Sugar
we are free to do whatever meets our
needs—and that was a huge selling point,”
says Fabrizio.
“With Sugar we are free to do
whatever meets our needs.”
Tom Fabrizio
Director of Sales
Digi-Data
www.sugarcrm.com
10050 North Wolfe Road • SW2-130 • Cupertino, CA 95014 • T: 408.454.6900 • F: 408.873.2872

Implementation Success
Initially Digi-Data rolled out Sugar to its sales
departments but has since brought on the technical
support, operations, and marketing departments
onto the system. With Sugar in place in multiple
departments, Digi-Data has been better able to collaboratively
solve customer inquires and be more
pro active communicating with their partners.
As more departments began utilizing Sugar, Digi-
Data was able to find new way to utilize the system.
The once difficult to manage end user registration
process is now completely managed within Sugar
which has been critical in helping the technical
support team
Management Decisions Simplified
With about half of Digi-Data’s workforce using
Sugar, upper management began utilizing Sugar
to help make strategic decisions.
to Sugar Professional On-Site where more key
customizations could be introduced. With Sugar in
place, Digi-Data has found a CRM solution that
will keep pace with their continuous evolvement in
a fast paced global industry.
“We use reports from Sugar to decide how much
raw materials we will need which also dictates
accounting decisions like how much money needs
to be liquid to purchase materials. Sugar’s reporting
and dashboards have helped us be more
accurate in procuring what we need and lowering
our inventories,” says Fabrizio.
“Sugar’s reporting and dashboards have
helped us be more accurate in procuring
what we need and lowering our inventories.”
Tom Fabrizio
Director of Sales
Digi-Data
Sugar is also an instrumental in allowing Digi-Data
ability to pick up on industry trends that are affecting
their business. “Sugar allows us to track deals that
we have won and lost. While I enjoy looking at the
opportunities we have won, it’s more telling to see
why we have lost out on certain deals. Because of
this advanced tracking of opportunities, we are better
able to shift our strategy to meet customers needs”
CRM That Evolves Around The Customer
Digi-Data has used Sugar across their enterprise to
improve collaboration, assist in strategical planning,
and to streamline manually intensive processes.
While Digi-Data’s implementation is impressive,
Digi-Data knows that just like their product offerings
their CRM needs will continue to evolve.
Digi-Data has already made some customizations
to better fit their unique business model and are
beginning to investigate the possibility of moving
About Digi-Data
Digi-Data was founded in 1960 in Columbia,
Maryland USA. Since its inception, the company
has successfully operated in the storage market
as an innovator and developer of data protection
and archival solutions. Shifting the focus to disk
technologies in the late eighties, Digi-Data produced
its first SCSI RAID controller for initial
shipments in 1992. Five generations of RAID controllers
later, the T2000 is being sold through
OEMs and Solutions Integrators throughout the
United States, Europe, and Asia. Today, the
company is actively diversifying within the data
protection and archive market. With a growing set
of alliances with data protection and archive companies,
Digi-Data is leveraging its core technology
to provide cost-effective, large scale storage solutions
across various specialized applications. For
more information please visit www.digidata.com
04-07-015
www.sugarcrm.com
10050 North Wolfe Road • SW2-130 • Cupertino, CA 95014 • T: 408.454.6900 • F: 408.873.2872
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