Environmental Software Business
A software development company specialising in a platform that monitors the energy-efficiency performance of buildings.
Segmented Marketing Campaigns
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Industries
Software
Energy
Engineering -
Salesforce Products
Sales Cloud
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Salesforce Features
Lightning Migration
Lead Conversion Process
Email Automation Integration
Campaigns
Process Builder
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Pain points
As a local South-West based Sales Consultancy with experience helping SMEs of all sectors, and a people led approach focused on Discovery & Outcomes - we were a great choice for this business.
Since implementing Salesforce they hadn’t built up confidence in using the platform or taken the leap to start using Salesforce Lightning.
Their processes were manual, and their data was held across a range of different systems.
Having already achieved success with using Webinars as a marketing tool to a fairly diverse audience, they wanted to build an automated, and integrated, flow of information between Salesforce and Mailchimp to help with following up with attendees.
They wanted to have a clearer understanding of the ROI of this marketing channel, whilst being able to send segmented communications to their attendees, and engage in more efficient sales activity off the back of the events.
In addition, they wanted to use the engagement to help train end-users and gain more confidence in their usage of the platform.
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Objective
To support scalable business growth by implementing segmented marketing communications, the optimisation of sales processes, and migration to Salesforce Lightning.
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Outcome
A number of years after the initial introduction of Salesforce to the business, Salesforce Classic was still in use and the data structure contained duplicate fields, unnecessary custom objects and cluttered layouts.
We completed a migration to Lightning and completed a full platform restructure to reconcile to best-practice.
An end-to-end process was introduced which covered the capture of event attendee information within Salesforce; assignment of event attendees to relevant Campaigns; and the sending of tailored communications to customisable segment groups of customers through an integration to Mailchimp.
We also set up Lead-to-Opportunity conversion and automation of sales processes, to ensure that by completion of the project the client was provided with a platform to support business growth through sophisticated marketing, efficient sales processes to support long-term CRM strategy.
We have been really impressed with how Rowan and the team at Inardua have helped us modernise our sales and marketing systems. From the outset they worked closely with us to understand the challenges that we face before proposing a set of options which they explained clearly to help us chose the best approach. We are very pleased with our new systems and excited to start a new round of work with them to take our sales and marketing processes on to the next level!
Andy Tindale - Director and Founder