Infinity Info Systems

13

$14.5 Million

1. Annual sales have grown more than 30% each year since 2002. Revenue 
increased from $3.2 million in 2001 to $14.2 million in 2006

2. Received many awards from the industry and partners
   • Top Sage Business Partner of the Year: two years in a row out of more 
than 6,000 partners world-wide
   • Sage Chairman's Club and Million Dollar Achiever
   • Sage CRM Solutions Business Partner of the Year – four consecutive years
   • Microsoft Partner Awards – CRM Evangelist, SMB Customer Satisfaction 
and Experience, SMB Compete, SMB Satisfaction, Gold Certified Business Partner, 
President’s Club
   • NY Enterprise Report Award – Best Practices in Human Resources 2006
   • CRM Magazine “Rising Star” 2007
   • KMWorld Trend-Setting Product of the Year 2007

3. In 2006, all sales reps and teams achieved 100% of quota and many 
surpassed it. In 2007, all sales teams are on track to eclipse their quotas by 
more than 30%.

1. Using Business Intelligence tools, dashboards and analytics helps to 
make better decisions: Infinity achieved a much more accurate view of its sales 
pipeline, customer needs and opportunities from these tools. Management used 
this information to increase the production from the sales teams, tweak 
marketing initiatives to better support sales and more efficiently manage sales 
and operations.

2. Working as a team creates efficiencies and generates higher sales: 
Infinity organized the sales force into teams consisting of senior account 
executives, sales associates, sales engineers and solutions consultants. These 
teams built deep industry experience, which helped Infinity gain greater market 
share in the financial services and life sciences markets.  The teams made it 
easier to service larger clients, sell additional business, and close larger 
opportunities. 

3. Having a strong selling process and methodology increases the sales 
teams’ motivation, drive and production: Infinity keeps a sales coach on 
retainer to help its reps improve their solution/consultative selling. The 
company also employs many sales contests and incentives that help to motivate 
its sales teams.

Selling by Example: Infinity excels at selling CRM software to sales 
organizations -some  of the toughest clients imaginable. One of the reasons why 
the company succeeds is because it is an avid user of CRM and other tools, 
Infinity’s reps are a living demonstration of the effectiveness a well-run CRM 
system can bring to a sales force. 

Using Technology to Improve Sales: Infinity lives by a simple rule: understand 
new technology and develop practical uses for customers. Infinity implemented a 
suite of business intelligence tools, dashboards and analytics to help 
management get a better view into the sales pipeline to make better decisions. 
These tools have helped Infinity to better track sales reps’ progress toward 
their goals, monitor customer interaction, refine their sales process and 
ultimately, increase sales. The company is now teaching its clients how they 
can utilize the same tools to achieve the same results. 

Brian Weinberger has been director of sales at Infinity Info Systems since 
December, 2003 and oversees sales staff recruitment, development and revenue 
growth. Brian joined Infinity, fall of 1999 as a Senior Account Executive, 
where he developed the valuable skills to lead a team and increase the client 
base. Prior to joining Infinity, Brian was with ADP (Automatic Data Processing) 
where he mastered the fundamentals of selling as a sales representative and 
later as part of the management team. Infinity recruits from Brian’s alma 
mater, Indiana University-Kelley School of Business, and currently employs six 
sales reps who are graduates of IU.