Solve It Stories - Prolifiq CRUSH

SOLVE IT STORIES TALES OF CUSTOMER SUCCESS FROM OUR PARTNERS How Prolifiq CRUSH helped Immedia create 52 new sales opportunities in 60 days. THE CHALLENGE Immedia is an audiovisual integrator company focused on improving the lives of its clients through the innovative use of technology. Immedia’s existing technology didn’t provide a complete view of key prospects, which limited visibility for growth and lessened its understanding around organizational structures between business units and key stakeholders. Its sales team needed the ability to identify relationships at multiple levels within Its most strategic accounts to avoid its practice of a single-threaded approach. THE OPPORTUNITY With CRUSH, everything Equip sales teams with valuable account intelligence to drive more business. we need to execute account strategy is at HOW DO THEY ... our fingertips. · Provide a 360-degree view of key accounts? Chris Majoros · Understand key influencers, blockers, and champions? VICE PRESIDENT CLIENT DEVELOPMENT · Increase visibility to drive revenue and understand potential IMMEDIA risks in accounts? In the case of Immedia, it needed a solution that enabled its sales team to manage key accounts and relationships efficiently in order to make impactful decisions. It was able to do this with the help of Prolifiq CRUSH.

SOLVE IT STORIES TALES OF CUSTOMER SUCCESS FROM OUR PARTNERS THE SUCCESSFUL OUTCOME Because CRUSH is Salesforce native, implementation was simple. The app interface is easy to use and navigate, which encouraged adoption. Prolifiq helped Immedia focus on relationships at the right levels and identify critical cross-sell/upsell opportunities while keeping everything needed to execute strategy in one place, saving time. THIS HAS RESULTED IN ... · 100% of Immedia’s sales team collaborating on all aspects of CRUSH account plans across directors, managers, and AEs · 90-minute account plan implementation upon identifying a new key account to target · 52 new sales opportunities created in 60 days CONSIDERATIONS FOR CUSTOMERS · Strategic account planning helps teams predict revenue and meet goals faster. Typically, these goals are reviewed every quarter, but a strategic account plan allows for real-time check-ins on sales goals, revenue goals, and ROI. · Accounts are more at risk if the account executive only has a relationship with one person within the company. Gartner reports that the buying team for most companies is between six and 10 people, so it’s important to understand who is involved and create relationships with multiple people to get to the buying team faster. · Understanding influence of the decision makers and stakeholders in an account helps sales and marketing teams target and nurture prospects better, turning blockers into supporters and leveraging champions to find decision makers faster. Learn More Learn more about Prolifiq CRUSH on AppExchange.