As a fast growing company in the hi-tech space, this identity technology provider needed a set of tools that could scale rapidly with their growth curve, which is why they chose the Salesforce platform to support their requirements. When looking for a partner to help them deliver this large-scale project, they chose to work with Bluewave to guide them on the setup and implementation of Sales Cloud and Marketing Cloud Account Engagement (also known as Pardot).
Our customer is a fast-growing global technology provider and world leader in delivering identity security services across the world. This innovative business creates sophisticated tools that authenticate a customer’s identity, allowing organisations to be certain that someone is who they say they are online. This technology provides the only reliable way to verify that an online user is a real person, the right person, and critically, that they are authenticating right now. They provide an essential service that helps organisations defend their systems against hackers or machine-driven cyber attacks. Since being founded over a decade ago, the company has gone from strength to strength, winning numerous industry awards, and boasting offices in the UK, US, and Singapore.
As the customer experienced an increasing level of growth, their legacy CRM and marketing automation system no longer served their business needs. The business began looking for a solution that would allow their ever-expanding team of marketing and sales experts to provide best in class support to their customers and outreach to their prospects.
As a dynamic and modern tech company, this organisation generates business from multiple channels, and it’s important to them that their customers are contacted quickly whenever they reach out – be it through their partner network, their website, phone calls, or email. The company also wanted to ensure their sales process was best in class, supporting their customers’ needs through from initial contact to finished project. This included a requirement to provide the customer with quotations, order confirmations, and contract signing all within a single sales process flow, as it would increase efficiency, while also providing visibility on each customer as they progressed.
The organisation needed a centralised B2B Customer platform to manage their sales pipeline from initial enquiry or call to action, all the way to successful sale and order. They wanted enquiries and potential sales to be associated with marketing campaigns, to allow tracking of ROI and more accurate targeting of dedicated sales generation activities. They also needed clear analysis into customer success from an account management perspective, providing insight into the deals won and lost with customers. Finally, they also wanted the ability to have basic quoting functionality and document generation delivering quicker project turnaround time.
The business chose the Salesforce platform to support their requirements, as they were impressed with Salesforce’s integrated marketing and sales offering. They opted to work with Bluewave to guide them on the setup and implementation of Salesforce’s Sales Cloud and Pardot tools, due to our reputation for deploying these platforms efficiently, successfully, and with strong communication every step of the way.
Our customer chose to utilise Salesforce Marketing Cloud Account Engagement to manage their early stage engagements for content sharing, website forms, email outreach and communication automation. Additionally, they chose Salesforce Sales Cloud to manage their Sales processes – including quoting and digital document signing.
Using Salesforce MCAE/Pardot and Sales Cloud, Bluewave provided an integrated solution that could meet our client’s needs. Its features included a Sales Cloud configuration that provided Lead, Account, and Opportunity management, an implementation that would allow for the configuration of Document generation and e-Signatures – using Conga Composer and Conga Sign, as well as the utilisation of the Marketing Cloud Account Engagement platform for marketing automations with streamlined integration to the Sales Cloud platform.
This system also integrated with existing systems that our customer was already using, such as ZoomInfo, LinkedIN Sales Navigator, MixMaz, and Slack. The successful deployment of this solution also required a full migration of data from the customer’s existing Copper CRM system over to Salesforce – an essential part of the process, as Salesforce CRM provided much more flexibility to change business processes, something iProov realised would become essential, the more the organisation grew.
As the organisation expanded, and was going through multiple rounds of funding, the ability to analyse their data was also extremely important to support investment decisions. Our experts worked quickly to develop the system that would meet all of the customer’s requirements, utilising an agile approach with constant client walkthrough and build reviews.
Bluewave worked with our valued customer to define each step of their process and map those requirements to both Sales Cloud and Marketing Cloud Account Engagement. Where it was beneficial to the organisation’s customers and internal teams, our experts built in automation to ensure timely follow up and progression through each relevant process. We also worked with the business to integrate their document management system into Salesforce, allowing sales teams to send documents to their customers for signing without having to leave the Sales Cloud dashboard.
Bluewave worked with the client to ensure suitable analytics were created, using Reports and Dashboards in Sales Cloud, providing relevant, rich and timely insight into Sales and Marketing Data to all key stakeholders within the organisation. The business’s internal teams are now able to send quotations and order confirmations directly from Salesforce, providing a frictionless process for both customers and internal sales team alike.
