PixelConsulting was approached by an Access Management company that is a leading corporation in providing, identifying and protecting the access points of the critical systems across various industries such as - healthcare, retail, finance and governmental sectors. The company operates with adaptive and passwordless authentication which is powered by AI-driven risk analysis.
In September 2024, with the appointment of the main Chief Revenue Officer, the client aimed to revamp their sales operations. As the client was facing problems with the outdated systems and downsized teams, they partnered with PixelConsulting to optimize their MarTech and Salesforce ecosystems.
Upon engagement, PixelConsulting identified several critical challenges hindering the clients sales efficiency. It was evident that the client’s Salesforce instance did not receive any type of updates since the year 2018. With delayed updates within, the client had to face broken packages and a lack of automation for every day operations. Additionally, it was seen that the previous Salesforce Administer had left without any proper documentation that had caused the team to face various Apex errors which not only slowed the business operations but also disrupted the system functionality.
Moreover, the client had faced problems with the structured lead flow from Marketo within Salesforce - this had caused the business to suffer from poor lead tracking, routing, scoring and overall optimization of the system. Additionally, leads were not being assigned based on the geographical territories causing a huge misalignment within sales leads and system optimizations.
Furthermore, many of the third-party tools such as ZoomInfo, Qualified and 6Sense were outdated and were not integrated with Salesforce - resulting in limited sales intelligence and automations.
Also, it was evident that the existing dashboards were outdated, cluttered and did not have the capacity to provide actionable insights affecting Salesforce user adoption and the decision-making of the internal teams and Sales Reps. The client was also facing issues with the manual tasks as there was no automation in place - increasing the workload on the already lean sales teams.
In order to address the challenges the client was facing, PixelConsulting had conducted and planned to implement a structured approach. After comprehensively auditing the existing setup of Salesforce - PixelConsulting identified many loopholes such as mentioned above - broken packages, lack of automation, dashboard optimization, territory management and lead flow only focusing on the key issues. By adopting an agile methodology, PixelConsulting implemented the solutions in phases, making sure that there is continuous feedback and iterative improvements. It was noted that all the changes will be well-documented and training was to be provided to the clients team to ensure seamless user adoption.
PixelConsulting implemented the following solutions to transform the sales operations:
Through a strategic partnership with PixelConsulting, our client successfully transformed its sales operations. The comprehensive overhaul of their Salesforce instance, integration of essential tools, and optimization of dashboards led to enhanced lead management, improved sales alignment, and increased operational efficiency.
Despite the tight deadlines and initial system challenges, the collaborative efforts ensured a seamless transition to a more robust and scalable sales infrastructure. Our client is now better positioned to leverage its sales and marketing capabilities, driving growth and delivering superior value to its clients.
