Unifying Data Fueled Millions in Sales Growth
SALES PROCESSES + QUOTE-TO-CASH, CUSTOM DEVELOPMENT
The Challenge
Our client’s sales team was struggling to efficiently allocate resources to business development efforts due to fragmented data. Without a streamlined system, they lacked visibility into ongoing progress, which also prevented the marketing team from deploying promotions effectively. Both teams suffered from low productivity and missed opportunities.
With good intentions, our client invested in (expensive) industry analytics to minimize time spent on research and prospecting. While the data was valuable, it was difficult to prioritize and consume. Also, as the data warehouse lived outside of existing processes, sales reps were forced to manually enter data into Salesforce, work that was error-prone and time-consuming.
Meanwhile, the marketing team was burdened with manual updates to ensure they were aligning their messaging with sales efforts, targeting the right markets, and maximizing ROI for events and campaigns.
CLIENT OVERVIEW
Born from a team of ex-Google and Oracle machine learning engineers, this fast-growing marketing tech leader drives sustainable growth for businesses of all sizes through performance-based advertising solutions.
Their innovative mobile audience platform enables app publishers and e-commerce platforms to monetize apps, boost ad performance, and increase revenue while helping advertisers with scalable user acquisition.
Our Solution
EpiGrowth modernized the sales process and enabled cross-functional team collaboration by aggregating all data sources in a single tool. A custom UI for the sales team within Salesforce Sales Cloud brought the integrated data sources to life under one view.
All prospecting data was ingested into Salesforce where the team could review the target account’s profile, advertising patterns, performance, and competitive position. These insights were key to prioritizing leads and effectively targeting an account’s whitespace. Sales reps were able to quickly identify key decision makers from one view, without manual research.
The user-friendly prospecting tool boosted marketing efficiencies as well. With an aggregated account view, Marketing had visibility into the account’s profile and stage in the sales cycle. Each contributor and team could make decisions without cross-checking overhead, allowing them to successfully coordinate events and campaigns to engage prospects in the pipeline.
Our Results
The sales team hit their stride and continued to make improvements. Team members prospected from a new priority-ranked list and worked leads from a unified tool resulting in a 30% increase in conversion rate when compared to the previous period. Working from a single data source empowered the team to better target the right decision makers, reducing sales cycle times by 10%.
EpiGrowth successfully addressed our client’s sales and marketing challenges by unifying disparate data into a streamlined interface. A new prospecting tool gave both teams full visibility into leads and active prospects, enabling them to allocate resources and assess financial opportunities with precision. Efficiency gains from this integrated system contributed to the company’s financial growth, culminating in a $2.0B valuation in 2023, a 40% increase over their valuation 2 years prior.
5
Months project timeline
30
% increase in lead conversion rate
2