ACME's sales division has a number of major problems with its current system which are considered a significant drag on the business:
- Online access is not convenient when on customer sites. This means that the colateral available on ACME's Intranet and Internet web servers is not being effectively utilised by the salesforce.
- In order to get hold of the latest presentation material sales people are having to travel into the office to get the latest versions more frequently than they would otherwise need to, reducing their time on the road.
- Because individual sales people are responsible for organising all the information from disparate sources themselves, customers are getting inconsistent information from different sales people, some of whom are better able to organise the information than others.