American Security Programs Success Story
- Consolidate information into a comprehensive system.
- Eliminate redundant and inaccurate system entries.
- Manage more prospects, increase conversion ratio, and reduce sales cycle.
- Increase size of the business opportunities.
- Increased sales productivity.
- Weeks of man hours saved through automated task flow processes.
- Increased frequency of contact with customers.
- Availability of a 360-degree view of contract operations.
- Speeds and simplifies updating and deployment efforts.
Headquartered in Washington, D.C., AMERICAN SECURITY PROGRAMS is an American-veteran-owned security company that provides security manpower, consulting, investigation and training for government and private sector clients. The company is well-known for its commitments to high quality security and outstanding customer service.
In 2008, AMERICAN SECURITY PROGRAMS determined that they needed to upgrade their business processes to continue as a leader in their field. They carefully selected the Soffront system as a tool that would help them refine their communication, information flow, and data integration. They looked to Soffront Software, a pioneer in the CRM industry since 1992, to help them achieve their goals.
AMERICAN SECURITY PROGRAMS initiated a rigorous 100-point RFP process. They reviewed over 15 solutions, including some well-known names in the industry such as SalesLogix, Intuit, Goldmine, NetSuite, Oracle, Salesforce, Sugar, and Microsoft. In the end, AMERICAN SECURITY PROGRAMS chose Soffront.
According to Evan Rosenfield, Director of Marketing at AMERICAN SECURITY PROGRAMS, “We selected Soffront because the product is easy to customize and easy to use. After looking at all of the other products, we determined that Soffront represented the best ROI.”
Annual Increase in Revenue
Prior to Soffront, AMERICAN SECURITY PROGRAMS relied upon a spreadsheet-oriented approach to data management. They would typically use spreadsheets to track customer account data and sales efforts. This approach limited the number of prospects and leads that could be effectively managed. They are now able to cultivate and maintain hundreds of relationships with a relatively small number of staff.
“Using the robust features of Soffront’s sales automation and marketing integration, we have been able to increase our sales team’s capacity,” suggested Rosenfield. “We have significantly increased the number of prospects and leads that a single person can manage.”
Rosenfield went on to say that he believes that the company’s sales capacity will continue to increase exponentially. “The ability for our sales team to manage a seemingly infinite number of records is a huge advantage. Even now, we still have not reached the limit of our newfound capacity. Our business potential has multiplied dramatically due to Soffront.”
Their adoption of the Soffront system closely corresponded with the company’s dramatic 77% growth rate. American Security Programs has been recognized as one of the Washington Metropolitan Area’s fastest growing companies. An award acknowledging their incredible success was conferred upon AMERICAN SECURITY PROGRAMS in 2010 by the Washington Business Journal. AMERICAN SECURITY PROGRAMS has also been recognized by Inc Magazine as one of the fastest growing large security guard companies in the United States.
A 360-degree View of Operations
The Soffront system has helped AMERICAN SECURITY PROGRAMS make noticeable improvements to their already-outstanding operational communications and reporting. The company has configured their system to automatically distribute reports to senior executives and customers. “With the cyclical process of reporting and feedback on performance, Soffront has given us an incredibly useful tool to cultivate a better perspective of contract operations,” said Rosenfield. “As you can imagine, this capability has enabled us to improve our partnerships with clients tremendously.”
AMERICAN SECURITY PROGRAMS’ system implementation has moreover been helpful during periodic operational transitions. Rosenfield explained, “For example, when a contract manager leaves the company, his/her replacement can seamlessly step into position. Soffront makes it simple, because the new manager can easily access a complete history of activities and correspondence. The data is clearly organized in one simple record view.”
Real Time, Collaborative Information Sharing
“Before Soffront CRM, we were using a number of manual paper processes. Tracking and compiling information took more time,” explained Rosenfield. “Now we can share information nearly instantly. The new system allows us to respond to events more rapidly. It’s a direct benefit to our customers, because they enjoy faster communication cycles and on-demand reporting.” Rosenfield estimated the system has enabled the company to recover up to 95% of the time that was previously expended on certain reporting processes.
Easy to Customize and Automate Processes
Soffront’s easy-to-customize software has enabled AMERICAN SECURITY PROGRAMS to increase efficiency. “The software’s flexible design structure greatly speeds development efforts,” noted Rosenfield. “In addition, the numerous built-in automation functions make the system more usable. Without these rules, it would be difficult to accommodate the data structure we are using.”
For example, AMERICAN SECURITY PROGRAMS’s has developed a module for real-time tracking of physical inventory. The module relies upon an innovative data structure that enables the tracking of a virtually unlimited number of equipment items and related characteristics. Without the automated functions, developing the inventory tracking system would have been much more complex and time consuming.
The company also used the system to implement a new and innovative approach to Quality Assurance. Their inspectors use PDAs and netbooks to input data in real time from the field. Actionable information about performance quality is conveyed in real time to their Site Supervisors and Program Managers.
Rosenfield adds, “You don’t need to be a developer to make this system hum. It is driven by a fairly rich and deep administrative interface. The system is very much extensible. Soffront’s newest version is quite possibly the best CRM that I have ever used.”
Outstanding Customer Service
AMERICAN SECURITY PROGRAMS is extremely pleased with Soffront support staff. ”The Soffront team ensured a seamless transition during our recent upgrade,” Rosenfield concluded. “It was like the Soffront team waved a magic wand—it was all done so quickly and so perfectly.”