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CASE STUDY

Streamlined Success: Automating Sales and Lead Operations for a global leader in Digital Asset Management SAAS software Growth

About the Client

Aprimo, a global SaaS leader in marketing automation and digital asset management, required robust support for its Salesforce CRM to maintain smooth sales processes and efficient lead management. To enhance efficiency, regular Salesforce support was provided to address issues and ensure seamless functionality. A key focus was automating the lead-to-opportunity process, ensuring accurate data flow for SaaS operations and optimizing sales engagement. Additionally, a comprehensive Reap and Replace process was implemented, using seven Salesforce Flows and complex Apex code, to manage prospects distribution, reassign inactive accounts, and support marketing with nurturable accounts. These changes enabled Aprimo’s sales team to streamline lead management, while the marketing team efficiently nurtured potential prospects, driving growth and scalability.

Description

Enhanced Aprimo’s Salesforce CRM by automating lead-to-opportunity workflows and implementing the Reap and Replace process, streamlining sales operations, enabling data accuracy, and improving marketing alignment for global SaaS growth.

Work Details

Provided ongoing support and maintenance for Aprimo’s Salesforce CRM, ensuring operational continuity and timely resolution of issues affecting sales processes.

Configured and automated lead-to-opportunity workflows, mapping SaaS-specific fields to ensure complete data visibility across sales operations.

Set up the Reap and Replace process, an intricate automation project involving seven interconnected Flows and Apex code, to distribute active prospects to sales reps while reassigning unused accounts to marketing.

Built conditional logic in Flows and Apex to assess account activity, prospect engagement level, and assignment criteria, ensuring that each lead is appropriately handled.

Created triggers and workflows to handle account status changes automatically, moving inactive accounts to marketing for nurturing or archiving them if no activity occurs over time.

Implemented user-specific dashboards and reporting for sales managers, providing insights into lead distribution, account activity, and conversion rates.

Benefits

Improved lead-to-opportunity conversion times by 35% with seamless, automated workflows, allowing the sales team to focus on high-value activities.

Enhanced data integrity and visibility by aligning SaaS-specific fields, ensuring that all sales stages are tracked accurately in Salesforce.

Increased prospect distribution efficiency, leading to faster and more strategic follow-ups through the automated Reap and Replace process.

Reduced manual effort in lead assignment and tracking by 40%, allowing sales reps to concentrate on personalized client interactions.

Provided marketing with a structured pipeline of nurturable prospects, improving alignment with sales for a 25% boost in lead nurturing outcomes.

Increased operational flexibility and scalability through the Reap and Replace setup, supporting Aprimo’s growth in global SaaS markets.

Enabled data-driven decision-making with real-time dashboards, offering sales leaders insights into team performance, conversion rates, and account engagement trends.

*Partnered with Coresolute LLC and delivered as Thutech

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