Download highland solutions improves lead management with salesfusion

CASE STUDY
HIGHLAND SOLUTIONS
IMPROVES LEAD MANAGEMENT
WITH SALESFUSION
Company Snapshot
KEY PROBLEMS:
Highland Solutions provides technology consulting and development
services to organizations around the globe. Its areas of focus includes
systems integration, cloud computing, custom application design and
development, e-commerce implementations, social business platforms,
data-delivery architecture and customer relationship management
(CRM) systems.
• Manual lead management caused
potential lead loss and resource strain.
Looking to eliminate manual marketing processes and improve
lead management, the Highland Solutions marketing team began
researching automation platforms. Based on peer reviews, vendor
reports and Salesfusion’s seamless integration with SugarCRM, the
company adopted Salesfusion..
• Automates lead capture, scoring and
content distribution for marketing team.
• Provides seamless tracking of prospect
interactions within its platform and
SugarCRM.
The Highland Solutions marketing team reached a tipping point
when its tried and true manual processes began limiting efficiency.
The company needed a marketing automation platform that would
integrate with its pre-existing CRM.
• Aligned marketing and sales around lead
management and campaign planning
processes.
“We needed to eliminate potential lead loss due to a lack of
integration between our old marketing platform, website and CRM
instance,” said Stephanie Blahut, Senior Marketing Manager at
Highland Solutions. “Three items were key to our selection of a
marketing system: automation, integration, and partner accessibility.”
ADDITIONAL BENEFITS OF
SALESFUSION:
• Event organization module provides
convenient access to all event landing
pages, emails, activities.
Salesfusion was ready for the task.
• Nurture reporting yields easy analysis
of where a lead is located in the buyer
journey.
Blahut stated, “The support team is highly approachable and deeply
knowledgeable. We were provided a Client Success Manager to answer
any questions and ensure the onboarding process was simple. Their
support continues to serve as a valuable resource to our team.”
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• Disparate sales and marketing
processes.
HOW SALESFUSION ADDRESSED
KEY PROBLEMS:
The Story
888.985.7220
• Sales lacked visibility into lead
engagement.
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www.salesfusion.com
CASE STUDY
“
Automating marketing processes has allowed the company’s marketing
team to focus resources on more strategic initiatives, like developing
quality content. Salesfusion’s content planning resource, Buyer Cycle
Battleship, helped the Highland Solutions team determine what content
is needed at various points in the sales cycle, along with how much
content certain prospects should be receiving. In like manner, Highland
Solutions leverages Salesfusion’s Event Manager to gain insight into
every email, landing page and report related to an online or live event.
Salesfusion gives me
back time, which I can
then spend focusing on
the client experience:
planning campaigns that
add value by offering
information and solutions
to business problems.
— Stephanie Blahut,
Senior Marketing Manager,
Highland Solutions
“I refer to the Event Manager as ‘mission control’ for all events. It
collects all the information I need and stores it in one convenient
location. It’s simply fantastic,” said Blahut.
Salesfusion has also helped align the Highland sales and marketing
teams. The cross-platform integration encouraged the two teams
to sit down and discuss lead qualification and campaign strategies
to develop a cohesive nurture strategy. This unification, along with
improved process efficiencies, has enhanced the effectiveness of
Highland Solution’s digital marketing efforts.
“Salesfusion gives me back time, which I can then spend focusing on
the client experience: planning campaigns that add value by offering
information and solutions to business problems,” stated Blahut.
888.985.7220
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[email protected]
“
Salesfusion’s capabilities have eliminated the need for the Highland
Solutions’ team to manually enter and update contacts across the
company’s separate systems. Faster delivery of content paired with
accurate handling of opt-out and profile preference information has
also improved the marketing team’s efficiency. The software additionally
allows marketers to track and score prospect activities in real-time,
ensuring leads are prioritized appropriately for sales.
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www.salesfusion.com