GSX Solutions

The software vendor GSX Solutions has migrated its processes and data from its previous CRM system into Salesforce in order to manage all the sales cycle from first detection to invoicing, all in one place. Salesforce has become the central platform into which all of the information flows. This enables the management to generate reports about current and future sales at the press of a button.


GSX Solutions is a leading provider of remote monitoring and management solutions for Microsoft Exchange™, SharePoint™, Lync, BlackBerry and IBM applications. Its head office is in Geneva (Switzerland), while the development department is based in Nice (south of France). GSX also has sales offices in Boston (USA) and Shanghai (China). They have customers of all sizes, from small local manufacturers to global financial service providers with staff all over the world.

User-added image

«PARX understood us very quickly and was able to grasp all of our requirements precisely. Migrating the huge volume of data from our old CRM into Salesforce presented the most significant challenge. PARX impressed us with its wide experience of completing data migrations.»

Meryll Moreau,
Vice President of Marketing at GSX Solutions

Antoine Leboyer, President and CEO decided to move his old CRM to Salesforce as all departments were working in silos without too much visibility and interactions. Reporting was done manually and took a lot of time to get useful metrics to take key decisions for the group. Customer data should be stored at a central location and available for everyone to view, while processes are being harmonized and organized more efficiently. The new solution should also make the high upselling potential more visible and streamline the sales processes. «Our aim was to provide staff with a system that anyone can work with and into which all of the information from all departments flows within six months time. There should be just one copy of all customer information», says Meryll Moreau, Vice President of Marketing at GSX.

From an Excel Database list to integrated segmented information

Until now, GSX had been using Maximizer as its CRM, but organized all marketing campaigns in Excel and carried out some steps by hand. «Each department used to work with its own tools and Excel lists. There was no central platform on which all of the information could be viewed. In addition, a large number of steps were carried out by hand, which led to considerable susceptibility to errors», says Meryll Moreau.

Meryll Moreau was familiar with Salesforce from her previous work and knew how the cloud solution could be used to deliver clear, efficient processes. Salesforce also offers the option of integrating marketing campaigns and connecting HubSpot to the CRM. Nevertheless, she first carried out an evaluation of various CRM solutions, at the end of which the choice was made in favour of Salesforce. «We deliberately opted for a cloud solution so that all staff could have access to the CRM from any location without performance problems. Salesforce also offers a licence model that's right for us», explains Meryll Moreau her choice. As GSX itself is highly driven by innovation, the innovative strength of Salesforce and ongoing free developments of the platform were impressive features. Last but not least, Salesforce covered the full range of activities from lead generation to generating management reports most effectively.

Salesforce recommended GSX to consult PARX about implementation and migration. «PARX understood us very quickly and was able to grasp all of our requirements precisely. Migrating the huge volume of data from our old CRM into Salesforce presented the most significant challenge. PARX impressed us with its wide experience of completing data migrations», says Meryll Moreau, and continues: «The project ran very well, even though it was not easy because of our tight budget framework. Nevertheless, the aims we set were achieved and the deadline was met.»

User-added image

«Linking sales with invoicing and contract processing has increased productivity significantly. The processes are also clearer and errors can be avoided.»

Meryll Moreau,
Vice President of Marketing at GSX Solutions

Implementation and migration in just a few months

PARX implemented Salesforce, supported the process harmonization and migrated the huge data volume from Maximizer to the cloud solution within just six months. The products consist of software as well as services for which discounts need to be calculated and approved. Customized functions for price calculation, contracts and invoices were developed, tasks which had previously been handled in Excel. This allowed GSX to work with Salesforce without having to change its price calculations or contractual and accounting procedures. Conga was used for offers and invoices so that the corresponding documents could be prepared directly from Salesforce in line with the corporate design. This solution made it possible for all staff from all departments to access the common data pool within a single system for the first time.

Second phase: increased automation and avoidance of duplicates

One year later, by which time the processes at GSX were already highly automated, planned improvements were carried out in a second phase. Issuing contracts and invoicing became more highly automated. In addition, it was decided to opt more for the standard functions of Salesforce from opportunities, through contracts, to invoicing. On the one hand this means greater adaptation of processes to Salesforce, on the other GSX has better development options as a result.

Another problem area was duplicates. Workflow rules were introduced here in the second phase, so that no new duplicates are created. This was necessary because new leads that may very possible already exist in the system are automatically set up via HubSpot. Comprehensive data cleansing was also carried out.

From sales instrument to management tool

Salesforce is now the central solution into which all of the information flows and which provides GSX with a complete overview of customer data. «Linking sales with invoicing and contract processing has increased productivity significantly. The processes are also clearer and errors can be avoided», is Meryll Moreau's enthusiastic conclusion, and she adds: «The entire cycle is mapped, from lead generation to qualification via the opportunity, the contract and the support renewal cycles, and this is delivering very good results.»

«We now have a solution that meets our needs 100%»

Meryll Moreau,
Vice President of Marketing at GSX Solutions

The management has a better insight into potential sales opportunities that are in the pipeline. Recurring business and future turnover can be represented straightforwardly, which makes planning a great deal easier. Reporting of sales has also improved. A new feature is that reports about sales, the sales pipeline, open invoices, contracts that are due and much more can now be created at the press of a button. «It is clear which products contribute most to sales. In addition, it is possible to check how well any sales executive is achieving his or her targets and the extent to which marketing contributes to generating leads», says Meryll Moreau, and she continues: «We now have a solution that meets our needs 100%.»