Customer Snapshot: Centex Homes

Centex chose Pivotal for a cost-effective, web-based CRM solution that would improve sales effectiveness, increase the home buyers' experience and consolidate and share customer information throughout the Fortune 250 organization and its partner companies.

Fortune 250 company, Centex Homes is one of the nation's largest home builders, operating in more than 90 markets across 26 states. As the only volume home builder to rank among the Top 10 on the Professional Builder's "Giant 400" list each year since 1968, Centex Homes was also named "Builder of the Year" in 1998.

Challenges

  • Build long-term customer relationships
  • Enhance sales effectiveness and productivity
  • Ensure scalability
  • Improve customer relationships
  • Improve lead management processes
  • Increase operational efficiencies
  • Increase Sales Force Effectiveness

Results

  • With Pivotal, Centex can now easily collect and share information throughout its organization and partner companies, resulting in access to more timely information that can be used to respond to changes and opportunities in the home building process, more quickly and efficiently.
  • Sales professionals now receive up-to-the minute corporate and customer information - selecting homes on the spot to precisely meet the needs of each homebuyer, and tapping into real-time information on building locations, pricing, and availability.
  • Using the Pivotal system, Centex Homes is able to survey its customers about their buying motivations and preferences and uses this information to plan marketing campaigns and develop new neighborhoods.