CASE STUDY: HARBOUR GROUP LEVERAGES AIM TO GAIN INSIGHT FROM YEARS OF HISTORICAL DATA

Harbour Group is a privately-owned operating company based in St. Louis with a long history of success in founding, acquiring, and building companies. Founded in 1976, the Harbour Group has acquired over 170 companies over the last 36 years.

Background

Harbour Group’s Managing Director Zach Waltz found himself as the de facto database administrator for their old system. “We had the ability to do basic searches,” he says, “but it was pretty ugly and we’d have to go to 4 different screens to get the information we wanted to build a usable report.” The system was also so complex that very few employees in the organization could use it effectively, so meeting notes were often entered manually, no one had real-time access to data, and there was no easy way to monitor how often their top-tier deal sources were contacted.

The Solution

When the Harbour Group began researching new customer relationship management software solutions, they quickly narrowed in on Salesforce.com as a viable platform due to its flexibility, accessibility, and its reporting capabilities. They ultimately decided on AIM over Salesforce.com out-of-the-box and other Salesforce-based solutions. “We felt AIM was a great starting point and we could have it tailored to our specific needs as we got to know the system better and understood what it was able to do,” says Waltz.

AIM is user friendly, it captures the information we need, and it keeps the team informed as to what is going on. Now we spend time analyzing data rather than compiling it.”

– Zach Waltz, Harbour Group

The Results

Using AIM, the Harbour Group improved visibility into their data and improved their efficiency in getting meaningful data out of the database, leaving the team to focus more of their time on high-value activities. Working with large amounts of historical data, they can see trends over time and efficiently determine what deal flow looks like, what deal sources are providing the best deals, and how current deal flow compares to the past. “We’re looking at a lot of the same data but just getting at the data easier and giving more people more timely access to it,” says Waltz. “We’ve taken data that had been captured in spreadsheets for years and turning it into useful information.”

 Download the complete case study for more information on how the Harbour Group was able to run up-to-the-minute reporting to make better decisions.