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.
What we did
- 1
Provided ongoing support and maintenance for Aprimo’s Salesforce CRM, ensuring operational continuity and timely resolution of issues affecting sales processes.
- 2
Configured and automated lead-to-opportunity workflows, mapping SaaS-specific fields to ensure complete data visibility across sales operations.
- 3
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.
- 4
Built conditional logic in Flows and Apex to assess account activity, prospect engagement level, and assignment criteria, ensuring that each lead is appropriately handled.
- 5
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.
- 6
Implemented user-specific dashboards and reporting for sales managers, providing insights into lead distribution, account activity, and conversion rates.
Facing similar challenges in your CRM?
The results
*Partnered with Coresolute LLC.
