Export Compliance

How to Cost-Effectively Put Salesforce at the Center of Your Global Sanctions Search Screening Processes for Denied Parties

Salesforce’s prevalence in the customer relationship management market means that third party apps for a multitude of use cases, including global sanctions search applications, are common and easy to install.

But how should organizations cost-effectively implement denied party screening into this CRM system? With the compliance landscape complex and continually changing, and the tolerance of governments to violations low, it stands to reason that making the correct, cost-effective choice the first time is critical.

Why Organizations Should be Conducting Global Sanctions Searches within Salesforce?

The fact is that denied parties around the world are doing their best to dupe legitimate businesses into selling them goods and services, especially controlled items, for their nefarious ends.
Companies caught selling to these bad actors are fined and suffer negative media attention that tarnish their brand. You can read these stories in the news. The U.S. Commerce Department even compiles cases from around the world into a Don’t Let this Happen to You document that it publishes periodically.

It makes sense, therefore, to focus global sanctions searches within Salesforce, or other major CRM systems for that matter, because that is where interactions at the lead, contact and account levels are recorded. For many businesses, the number of prospect and customer interactions at any given point of the sales cycle are huge. (Read also the article: Top Three Reasons Why it is Mission Critical to Screen for Denied Parties in Salesforce).

There are many benefits to screening in Salesforce, where screening occurs at the start and end of the sales cycle and various points in between, allowing salespeople to know in real time exactly when they can follow-up a lead, and when they should halt their efforts. If using a robust third-party screening solution, the net effect is that deal-making speeds up because the compliance risk management factors have been addressed proactively. (Read also the related piece: The Business Case for Integrating Denied Party Screening with Salesforce – Strengthened Compliance and Increased Sales Velocity).

Setting Up the Conditions for Successful Global Sanctions Searches in Salesforce

Businesses are fearful of a denied party slipping through the cracks and making a purchase. The end result could be legal action from the government, because the organization has put national security and economic interests in peril.

Because the margin for error is slim, companies need to make sure that the third-party risk management solution provider they select can adequately cover the following points:

• Embedding the screening solution into Salesforce is straightforward. (If implementation can be accomplished quickly, with minimal IT resources, you know you are onto a winner).
• Global sanctions search lists and other related content are constantly being updated and referenced from within the CRM system.
• There are robust research and analysis tools that can help to quickly action a potential screening match.
• A Dashboard gives compliance teams a consolidated view of a company’s compliance activities.
• Re-screening of leads, contacts and accounts is automated.
• Audit trail of compliance activities is automated.

How Descartes Visual Compliance Can Help

Descartes Visual Compliance is a provider of industry-leading compliance and automated denied party screening solutions. Its extensive, accurate, and up-to-date compliance data makes it an easy choice for organizations of all sizes, industries, and geographies aiming to minimize their potential exposure to export compliance violations.

When deploying it with Salesforce, it has some unique and specific benefits and advantages. Most importantly, Descartes Visual Compliance has almost no deployment time – integration typically takes less than an hour, and the solution can be implemented at multiple points in the sales cycle, further extending and enhancing an organization’s compliance coverage while requiring minimal IT resources or human intervention. Descartes Visual Compliance is also uniquely modular, allowing organizations to select only the functionality and screening lists that are relevant to their business, which save on costs by not having to spend money on lists or features not currently required.

Read our white paper to get more detailed information about Performing Effective and Comprehensive Denied Party Screening Within the Salesforce CRM.