Success Story

Improving Analytics Adoption and Envisioning the Future of Intelligent Sales for SCI

The Challenge

Service Corporation International’s (SCI) CRM Analytics dashboards had adoption challenges beyond even the executive level. There was a lack of understanding about how to leverage AI and machine learning for data-driven recommendations to optimize sales activities and to guide business decisions.

The Solution

Atrium hosted a series of Intelligent Experience Workshops with SCI. Through these sessions, we identified and aligned business objectives, defined and prioritized persona-based pain points and use cases, and established a vision for a data-driven solution. In the end, SCI chose Atrium’s Elevate service. SCI’s dataflows were optimized to support dashboard extensions and improvements. Executive dashboard functionality was extended and data visualizations were broadened, supporting Sales Manager stakeholders. A new dashboard for seminars was created as well.

The Results

The enhancements were met with great success. Right away, SCI experienced improved performance and functionality of existing dashboards to support prioritized backlogs and rollout to Sales Directors and Managers. Executive-level alignment on intelligent sales and talent management solutions brought improved sales efficiencies, higher lead conversion rates, and optimized performance management, laying the foundation for guided Sales Associate coaching.

About SCI

Service Corporation International is a funeral goods and services as well as cemetery property and services provider in the US. SCI manages over 1500 funeral homes and 400 cemeteries in 43 states, eight Canadian provinces, and Puerto Rico.

The Technology

CRM Analytics
Salesforce Sales Cloud

“Working with Atrium has been an integral part of taking our organization to the next level of making data-driven decisions. They have provided a team of experts that have offered solutions and delivered results while maintaining a high level of professionalism and customer service.”

Robert Reum


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