Case Studies

Bluewolf Case Study

The best content for understanding the latest trends in data-driven lead-flow management

Issue link: https://leandata.uberflip.com/i/799302

Contents of this Issue

Navigation

Page 0 of 1

CUSTOMER STORY INDUSTRY Information Technology & Services HEADQUARTERS New York City, NY CHALLENGES Lack of a natural link in Salesforce between leads and corresponding accounts , meaning Bluewolf had to manually route leads, which was a tedious, time- consuming process. Concern that reps weren't seeing all of the interactions with important stakeholders in accounts despite conscientious efforts to assign leads accurately. SOLUTIONS By automatically matching leads to accounts, LeanData's fuzzy Matching algorithm enabled Bluewolf to design a sophisticated Routing process that streamlined a complicated lead flow. This also ensured that every lead was treated appropriately and efficiently. RESULTS Productivity: 40% increase in meetings scheduled and 20% boost in sales activities. Time Savings: Automating a complex lead management process ensures sales reps always get the right leads immediately. Visibility: Surfacing hidden connections in Salesforce for better follow-up of high- value leads. Bluewolf Boosts Sales Activites by 20% Using LeanData Matching and Routing - With Travis Henry, Marketing Development Manager With 16-plus years of Salesforce expertise, Bluewolf understands the attributes and limitations of the cloud- based CRM better than any other consulting firm. The business was grappling internally with what Marketing Development Manager Travis Henry describes as "the great architectural divide of Salesforce" – the lack of a natural link between leads (individuals) and corresponding accounts (companies). This gap meant Bluewolf team members had to "connect the dots" by manually routing leads, which was a tedious, time-consuming process. There was concern that Bluewolf reps weren't seeing all of the interactions with important stakeholders in accounts despite conscientious efforts to assign leads accurately. "We needed a tool that allowed us to take a more account-based approach by acting as a bridge and fundamentally connecting those leads to accounts so we understand all of the relationships," Henry explained. "We wanted a more holistic approach rather than the siloed view we had as well as a clearer picture of the opportunity and where we were in the buyer's journey." The LeanData Solution By automatically matching leads to accounts, LeanData's fuzzy matching algorithm enabled Bluewolf to design a sophisticated routing process that streamlined a complicated lead flow. This way, leads reach the correct reps so they have the proper context to craft the best customer experience with timely, engaging follow-up. Benefits include: Daily Quality As new leads come into Bluewolf's Salesforce database, LeanData checks for duplicate records and merges them when they are found. This de- duplication step eliminates redundant efforts by the team. Seamless Routing The acquisition by IBM resulted in additional levels of complexity in the Bluewolf revenue generation process. LeanData ensures that every lead is treated appropriately and efficiently. "Traditional Salesforce is pretty limited when it comes to assigning rules," Henry noted. "It was very difficult to tell if an incoming lead was f rom a current customer, if one of our closing reps already was working that opportunity, or if it was f rom a past customer.Critical pieces of information weren't really referenceable without LeanData. So Routing has been huge for us." Lead-Scoring Accuracy Uncovering hidden connections in Salesforce enables Bluewolf to better understand the value of every individual lead. "LeanData does a very impressive job of analyzing data points and recognizing that a person works at a specific company," Henry said. "Now we can leverage all of that account information we already know so we can accurately score leads that might fit into those accounts."

Articles in this issue

Links on this page

view archives of Case Studies - Bluewolf Case Study