Case study
McKesson Pharmacy Systems
CheckPoint HR
CheckPoint HR expands reach by moving sales process online
with GoToMeeting
GoToMeeting enables us
to do business hundreds
or thousands of miles
from our prospects and
customers as if we’re in
the same room.
Steven Tessler
Founding Partner
Business Development
CheckPoint HR
Key benefits
• Cost-effectively expands
reach of sales team
• Has driven $1 million in new
business to date
• Impresses clients and enhances corporate image
Based in Edison, New Jersey, CheckPoint HR helps mid-size organizations automate all aspects
of their human resource operations. CheckPoint HR hosts an enterprise-level, Web-based Human
Resource Management System (HRMS) solution for payroll and benefits administration, as well as
other business-critical human resource processes, and deploys it to hundreds of companies across the
US. Clients include the American Stock Exchange, DeLonghi, Theory and Zegna.
The challenge: expanding nationally without opening branch offices
With aggressive growth objectives, CheckPoint HR faced the classic challenge of how to expand its
client base outside its immediate geographical area without spending inordinate amounts of time and
money on travel and physical space.
The company’s initial experience with online meeting software was less than positive. CheckPoint HR
selected a service from a leading provider, and at first it worked fine. However, in 2003, things began
to change for the worse. The turning point came when poor performance began to cost the
company sales. After working hard to get leads and seeing potential customers lose interest due to a
problematic online presentation, CheckPoint HR recognized the need for a better solution.
“Because our solution is Web-based, appearance and functionality have to be flawless in a sales
presentation,” said Steven Tessler, founding partner – Business Development. “Having an online
meeting service that’s reliable and fast is critical. If there are issues, prospects naturally assume that
the problem is in CheckPoint HR’s system. That undermines their confidence in our technology.”
He added, “In addition to improved reliability, functionality and ease of use, we were looking for a way
to further reduce the cost of sales. We wanted to avoid spending money and time traveling just to find
out if a prospect is a good candidate for our solution.”
Implementing GoToMeeting for online sales presentations
At the end of 2003, CheckPoint HR implemented Citrix® GoToMeeting® to replace its previous solution.
Currently, the service is used by sales representatives to deliver powerful online demonstrations of
CheckPoint HR’s application. CheckPoint HR employees have found the GoToMeeting interface
so simple and intuitive that no training has been required. Also, after implementing GoToMeeting,
company salespeople noticed an immediate improvement in the performance and reliability of their live
demonstrations to potential customers.
Online sales process drives business expansion
Thanks to the reliability, rich functionality and ease of use of GoToMeeting, CheckPoint HR has the
option to conduct its entire sales process – from lead generation to closing – via the Web. Over the last
three and one-half years, GoToMeeting has helped to drive more than $1 million in revenues. And with
this streamlined approach, the company can pursue prospects and support customers across the US
to meet its growth objectives.
“With GoToMeeting, we can complete the entire deal online,” Tessler said. “Often, we don’t even meet
the client until after the contract is signed. This not only enables our sales team to be exceptionally
productive, it also makes it cost-effective for us to target clients in any location.” An example is Hotel
Nickelodeon in Orlando, Florida. “We won this marquee account in mid-2008,” Tessler said. “After they
inquired about our solution, we conducted two demos online using GoToMeeting. Only after they were
committed did we make an on-site visit.”
A typical scenario using GoToMeeting begins with identification of a prospect. This could be the result
of a cold call by sales, or an inquiry to CheckPoint HR. The salesperson has the option to launch
a demo on the spot, or schedule a future time to walk the prospect through the application. After
collecting information, the salesperson builds a proposal, shares it online with the prospect using
GoToMeeting, and provides a hard copy.
“GoToMeeting lets our sales team take advantage of a prospect’s interest by doing a demo on the
fly,” Tessler explained. “Instead of using sock puppets to paint a picture, we can bring them on
the application right then and there. And we’ve never done a demo without getting a ‘Wow!’ from
the prospect. The wow factor is completely due to our ability to show the application, and with
GoToMeeting, that process is simple.
Product information:
www.gotomeeting.com
Sales inquiries:
gotomeeting@citrixonline.com
Phone: 1-800-372-6207
+1-805-690-2340
(outside the U.S.)
Media inquiries:
pr@citrixonline.com
Phone: (805) 690-6926
About this customer:
www.checkpointhr.com
“Having the ability to not only show our technology but to put the mouse in the hands of a prospect
during the demonstration lets us prove to how really simple our system application is to navigate. This
is a priceless feature and capability we have with GoToMeeting. Once a prospect has seen this firsthand, our chances of closing the sale increase significantly.”
GoToMeeting also helps CheckPoint HR pursue clients whose size would not justify an onsite sales
call. “We can take travel out of the equation and go after any client we choose. Our reach is that much
broader,” he noted. In addition, instead of being forced to open branch offices to support promising
geographies, the company can wait to see where concentrations of clients are located, and open
offices based on that data.
All You Can Meet pricing enhances cost-effectiveness
GoToMeeting helps CheckPoint HR keep costs down by avoiding travel. The All You Can Meet®
pricing structure further enhances cost-effectiveness. “Our previous online meeting provider had
per-seat and per-meeting charges that forced sales to justify each meeting held. They didn’t have the
freedom to launch a meeting on the fly. Now, with All You Can Meet pricing, we can hold as many
meetings as we wish for one flat price,” said Tessler.
One example of the company’s growing use of GoToMeeting is online training: instructors provide
new customers with application-specific and ongoing training, and the client services division shows
customers how to leverage new functionality. “We are running four to six online training sessions per
month, particularly on our Cognos Report Writer, which is one of our solution components. Also, all
follow-up training for our software is done with GoToMeeting.”
Tessler concluded, “At the end of the day, we’re only as good as our partners. Citrix Online is a very
significant partner, and plays a big part in helping close deals. GoToMeeting enables us to do business
hundreds or thousands of miles from our prospects and customers as if we’re in the same room. It
doesn’t get much better than that.”
About Citrix Online
Citrix Online provides secure, easy-to-use online solutions that enable people to work from anywhere with anyone. Whether using
GoToMyPC® to access and work on a remote PC, GoToAssist® to support customers or GoToMeeting® to hold online meetings and
Webinars, our customers—more than 35,000 businesses and hundreds of thousands of individuals—are increasing productivity,
decreasing travel costs and improving sales, training and service on a global basis. A division of Citrix Systems, Inc. (Nasdaq: CTXS),
Citrix Online is based in Santa Barbara, California. For more information, visit www.citrixonline.com or call 805-690-6400.
©
2008 Citrix Online, LLC. All rights reserved. Citrix®, GoToMyPC®, GoToAssist®, GoToMeeting® and All You Can Meet® are trademarks of Citrix Systems, Inc. and/or one
or more of its subsidiaries, and may be registered in the United States Patent and Trademark Office and in other countries. All other trademarks are the property of their
respective owners.
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www.citrixonline.com
A Division of Citrix Systems, Inc.