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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.” | [email protected] • Disparate sales and marketing processes. HOW SALESFUSION ADDRESSED KEY PROBLEMS: The Story 888.985.7220 • Sales lacked visibility into lead engagement. | 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 | [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. | www.salesfusion.com