Our law firm client’s marketing team faced inefficiencies in their marketing automation platform. Opening a prospect record in Account Engagement (Pardot) could take 45 seconds because of an overload of custom fields and data issues. Sync issues between Salesforce and Account Engagement caused data reliability problems, while duplicate records and large volumes of old activity data filled up storage.

These issues slowed campaign execution, created the risk of extra storage costs, and prevented the team from segmenting accounts by industry for targeted account-based marketing (ABM). Without accurate data and strong segmentation, the team risked missing opportunities to reach the right audience with the right content.

Our Solution

EpiGrowth worked with the marketing team to stabilize and strengthen their Salesforce and Account Engagement foundation. The work focused on three main areas:

• System optimization: The priority was ensuring the marketing technology foundation was stable and efficient. This meant updating the connectors between Salesforce and Account Engagement so information flowed without delays or mismatches. The team also resolved recurring sync issues that created errors and wasted time. In addition, Account Engagement notifications were aligned and updated, ensuring alerts were relevant and accurate. These changes gave the marketing team a platform that responded faster, reduced frustration for users, and allowed campaigns to run without interruption.

• Data health improvements: The focus shifted to the data quality itself. Duplicate records were removed so the team could trust that every prospect and account was represented only once. Prospects left unassigned were given ownership, which improved accountability and ensured valuable leads did not slip through the cracks. The team also cleared out outdated activity data that had slowed record loads and cluttered the system. This cleanup freed up storage space, improved overall system performance, and gave marketers a much cleaner dataset for reporting and decision-making.

• ABM readiness: The project thoroughly prepared our client to utilize account-based marketing (ABM). The industry field had over one hundred thousand records, including accounts, leads, and contacts. This previously blank field had been a significant barrier to segmentation, limiting the ability to deliver industry-specific messaging. With this data now complete, the marketing team could segment their database by industry, create targeted landing pages, and deliver campaigns that spoke directly to the challenges of each audience. This step laid the foundation for more personalized engagement, higher campaign relevance, and improved win rates in the future.

These improvements were designed to fix immediate problems while creating a solid base for future marketing growth.

The client has already seen meaningful improvements:

• 70% faster load times when opening prospect records in Account Engagement, cutting wait times from nearly a minute to just seconds
• 25 – 30% reduction in data storage usage, which freed capacity and avoided added costs
• 100,000+ records enriched with industry data, enabling industry-specific campaigns and landing pages

As the account-based marketing work continues to roll out, the client expects higher engagement, stronger campaign results, and an increase in win rates. These changes give the marketing team the tools to work faster, make smarter decisions, and connect with prospects more effectively.