How Quality increased sales by 15% and reduced costs by switching from Salesforce

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At the end of 2019, like many companies, Quality had a plan in place to meet its commercial goals for the following year. However, 2020 arrived and with it a global crisis, which required companies to review fixed costs, including software licensing, especially those with costs in dollars.

This is what Quality, a Brazilian IT company, did. Faced with so many challenges, it had to make an important decision: to change the Salesforce CRM platform , which had strong support from the sales team, for a lower-cost option capable of receiving the same processes that were already ready and working in Salesforce.

Continue reading this story to learn how Quality not only saved more than R$50,000 per month , but also increased its sales conversion rate from 10 to 25% in the midst of the global crisis triggered by the Covid-19 pandemic.

Meet Quality Nextech
Quality Nextech has been in the IT market for 30 years, promoting digital transformation in companies through the development of cutting-edge technologies and specialized support , adding multichannel service platforms, RPA and GRC.

It currently has over 700 clients, including Danone, RUMO, Midea Carrier, Globo, CineMark, Grupo Boticário, Cielo, Honda, Claro, Bauducco and other well-known names. To operate efficiently, it relies on a team of 1,200 employees from different areas, distributed across offices in the cities of Curitiba, São Paulo and at the head office, which is located in Rio de Janeiro.

All of these points mentioned, added to the fact that Quality is listed on Bovespa , require that the processes be highly efficient and strictly follow the company's compliance , which undergoes constant audits.



Main challenge for the sales team
Quality's sales team, specialized in the B2B market and focused on complex sales, planned to increase profitability and performance. Until then, they had been using Salesforce CRM and were satisfied, but the high cost of licensing the platform and payment in dollars was an obstacle to achieving successful results.

In parallel, the team had other challenges:

Create and customize lead process tracks, following good growth practices for sales and delivery of more than 8 types of offers and products, these with more than 5 different personas;
Bring operations and backoffice teams to interact in CRM without having to purchase more licenses in dollars;
Ensure real-time reporting of KPIs to the company's board, projecting sales accurately, high performance and productivity, in addition to doing more with less.
In the end, the cost of Salesforce CRM – including licensing, per-user billing and romania telemarketing data consultancy for customization – was not only affecting the company's profitability, but it was also making it impossible to invest in new hires for the sales team, as well as investment in marketing, in addition to leaving the operations and back-office teams outside the CRM ecosystem.

Image with a blue background, written Best CRMs on the market: a comparison to help you choose yours. In the image there is a computer with the Bitrix24 screen.

The search for a new CRM
That's when the board started looking for new solutions and, through strategic partners, came across Bitrix24.CRM and Br24, the platform's main distributor in Latin America.

salesforce case bitrix24

“At first, I wanted to continue using Salesforce, as I was already familiar with the tool, but I knew how all of this was affecting our sales productivity. It was a difficult decision, which required a lot of energy to review and optimize processes, but it brought an excellent ROI,” says Jorge Luiz Biesczad Jr., Commercial Director at Quality.

Starting with cost reduction, which in the updated Salesforce contract would easily exceed R$52,000 per month in licensing , counting only the 50 users registered in the Enterprise Plan.

Quality currently has 100 registered users in Bitrix24 CRM, doubling the original number of users in Salesforce. What's more, if the sales director wants to expand the team, he won't have to worry about additional costs, as the Bitrix24 Professional Plan offers unlimited CRM users for just $159 per month, which is less than R$1,000 per month.

Beyond savings: customization, support and increased conversion rate
Today, in addition to liking and defending Bitrix24.CRM within the company, Jorge also draws attention to the implementation service provided by Br24. According to the Commercial Director, the low licensing investment, cloud option and flexibility in customization were decisive in hiring Bitrix24.

“One of the most important things was how Br24 adapted Bitrix24 to Quality’s processes, optimizing with new suggestions for improvements and not simply migrating what already existed in Salesforce.”


And for companies like Quality, which have a broad portfolio, different offers and personas , this makes a big difference. With Bitrix24.CRM, it was possible to create Sales Funnels by product types , which until then they did not have in Salesforce.

All of this made Jorge believe even more in the project, especially after coming into contact with the methodology, the various frameworks and the energy invested by the team of experts at Br24 during the implementation phase.