Case Study: Optimizing Lead Segmentation and Personalization in Salesforce with DemandBase Integration
Twopir provided Salesforce customization services to help the client develop a robust and an efficient third party integration along with helping in data management system
Tech Stack for Project Success
About the client
After years of pioneering virtualization products, Our client aimed to deliver the agility of public clouds to enterprises while avoiding the constraints of proprietary systems. Inspired by open-source projects such as Apache CloudStack, OpenStack, lxc, and Kubernetes, they founded cloud service to simplify cloud operations. They offers a SaaS control plane for effortless cloud management, fully managed open-source services to eliminate lock-in, and the flexibility to use any public, private, or edge infrastructure, thus democratizing cloud computing for businesses.
We provided comprehensive Salesforce optimization services, addressing challenges in lead segmentation, data management, and campaign tracking. By integrating DemandBase, we enriched lead information and automated data processes for better targeting and personalization. We streamlined data synchronization between Salesforce and HubSpot, enhancing lead management and tracking while maintaining data integrity through robust governance practices. Leveraging custom-built solutions, we managed data relationships, automated lead routing, and implemented follow-up tracking systems. Our enhancements included detailed reporting for campaign performance, advanced dashboards for real-time insights, and seamless UTM field propagation for accurate campaign tracking, ultimately driving efficiency, productivity, and informed decision-making within their Salesforce ecosystem.
Empowering Salesforce with DemandBase
🎯Challenge: Lead Segmentation and Personalization in Salesforce
Lead segmentation and personalization in Salesforce are crucial for effective sales and marketing, but without advanced tools for data enrichment and behavioral analytics, challenges arise. Limited insights hinder targeted marketing, and manual data enrichment is time-consuming and error-prone. Inaccurate lead scoring leads to missed opportunities, and generic outreach strategies result in low engagement and conversion rates. Additionally, identifying and prioritizing high-value accounts is difficult, impacting account-based marketing and revenue generation.
🛠️ Solution: Leveraging DemandBase for Enhanced Lead Segmentation and Personalization in Salesforce
By integrating DemandBase with Salesforce, we effectively addressed lead segmentation and personalization challenges. DemandBase enriched lead information with behavioral analytics and firmographic data, enabling targeted marketing and personalized sales outreach. This integration automated data enrichment, saving time and reducing errors. Real-time insights from DemandBase improved lead scoring, resource allocation, and conversion rates. We achieved personalized outreach tailored to individual preferences, driving higher engagement. Additionally, DemandBase's advanced targeting for Account-Based Marketing (ABM) helped identify and prioritize high-value accounts, boosting revenue and business success within Salesforce.
HubSpot-Powered Data Management
🎯Challenge : Inefficient Data Management and Synchronization
Clients face the challenge of managing and synchronizing data between Salesforce and HubSpot, leading to inconsistencies, manual effort, and missed opportunities for effective lead management and tracking.
🛠️Solution : Streamlining Operations with Integrated Automation and Governance
By integrating Salesforce and HubSpot, we automated data synchronization, ensuring real-time consistency and eliminating manual effort. HubSpot's lead management and workflow automation centralized lead data, tracked sources, automated tasks, and triggered alerts for timely engagement, streamlining operations and maximizing efficiency. We implemented data governance and deduplication to ensure data integrity, with regular audits enhancing overall data quality. This comprehensive solution optimizes data management, improves productivity, and drives better sales and marketing outcomes for clients.
Maximizing Salesforce Data with Declarative Lookup Roll-Up Summaries
🎯Challenge :Limited Data Relationship Management in SFDC
Without a robust data relationship management solution, Salesforce faces limitations in efficiently managing data relationships and performing rollup calculations. This restriction impedes comprehensive data analysis and reporting, hindering decision-making processes and overall efficiency.
🛠️Solution : Declarative Lookup Roll-Up Summaries (DLRS) Empowerment - Alternative Data Management Strategy
In response to the challenge posed by the lack of Declarative Lookup Roll-Up Summaries (DLRS), we implemented an alternative data management strategy within Salesforce. Leveraging native reporting tools and custom-built automation, we devised a solution to efficiently manage data relationships and perform rollup calculations. This alternative approach enabled us to overcome the limitations of Declarative Lookup Roll-Up Summaries (DLRS) and maintain data integrity while facilitating comprehensive data analysis and reporting within salesforce.
Optimizing Lead Management in Salesforce
🎯Challenge : Navigating Lead Data Complexity in Salesforce
Managing lead data effectively in Salesforce presents several complexities. Without a streamlined process, issues such as identifying duplicates, handling large volumes of data, and ensuring accurate reporting can arise. Additionally, managing lead statuses, activities, and ownership changes manually can lead to inconsistencies and inefficiencies in lead management workflows.
🛠️Solution : Streamlining Lead Management with Automation and Reporting
To address these challenges, implementing automated processes and comprehensive reporting mechanisms is essential. By leveraging Salesforce's capabilities and custom solutions like Declarative Lookup Rollup Summaries (DRLS), we can streamline lead management tasks. Automation can help identify and merge duplicate leads, create reports for lead activities and statuses, and automate lead status updates based on predefined criteria. Additionally, integrating with third-party tools for data enrichment and validation can enhance data quality and accuracy, improving overall lead management efficiency
Automating Follow-up Status for Marketing Qualified Leads(MQLs)
🎯Challenge :Automating Follow-up Status for MQLs
Managing the follow-up process for Marketing Qualified Leads (MQLs) and ensuring timely follow-up was complex. The team needed an automated system to track follow-up activities and notify users about overdue tasks, but designing and implementing this system required careful planning and execution.
🛠️Solution : Developed an Automated Follow-Up Tracking System
An automation system was developed to track the follow-up status of MQLs. This involved creating custom fields and formulas in Salesforce to monitor follow-up activities. Automated notifications were set up to alert users about overdue tasks and events, ensuring timely follow-up and improving lead management.
Marketing Status and Rejection Handling
🎯Challenge : Marketing Status and Rejection Handling
Automating updates to marketing statuses when MQLs are rejected requires careful handling to maintain data accuracy. The team needed to ensure that the status updates were reflected correctly in Salesforce, including updating related fields and historical data.
🛠️Solution : Automating Marketing Status Updates
Automation was implemented to update marketing statuses when MQLs were rejected. This involved creating triggers to automatically change the status and update related fields. The solution ensured that the status tracking was accurate and that historical data was properly maintained.
Streamlining Lead Routing with Apex Triggers
🎯Challenge : Automating Lead Routing
Automating lead routing and updating timestamps without extensive coding was challenging due to limitations in Salesforce. The team needed to ensure that leads were routed correctly based on specific criteria, but Salesforce's built-in tools were insufficient for this task, requiring a workaround to implement the necessary automation.
🛠️Solution : Implementing Apex Triggers and Automation Scripts
Apex triggers and automation scripts were developed to handle lead routing based on specific criteria, such as changes in lead status and ownership updates. This included creating proof-of-concept solutions to bypass Salesforce's limitations and ensure efficient automation of the routing process. These triggers and scripts enabled seamless lead routing and timestamp updates, improving overall efficiency.
Enhancing Campaign Tracking with Detailed Reports
🎯Challenge : Campaign Tracking and Reporting
Tracking campaign performance and managing leads that reached advanced stages (Stage 5+) was challenging due to the complex nature of campaign data and the need for detailed tracking. The team needed to create comprehensive reports that could provide insights into campaign effectiveness and lead progress, but the standard reporting tools were inadequate for these needs.
🛠️Solution : Developing Detailed Campaign and Stage Reports
Detailed reports were developed to track campaign performance and manage leads at advanced stages. These reports included specific metrics and KPIs that were integrated into the campaign layout in Salesforce. This allowed for better monitoring and analysis, helping the team to understand campaign effectiveness and make data-driven decisions.
UTM Field Propagation and Campaign Integration
🎯Challenge : Campaign and Marketing Integrations
Propagating UTM fields from leads to contacts and campaign member records is a critical aspect of marketing campaign tracking and analysis. However, this process poses challenges in ensuring seamless data synchronization and integration between marketing platforms and Salesforce. Without proper integration, discrepancies in data between leads, contacts, and campaign records can occur, leading to inaccurate campaign attribution and analysis.
🛠️Solution : UTM Field Propagation and Campaign Integration
Implemented robust integration pipelines leveraging APIs or middleware platforms to synchronize UTM fields from leads to contacts and campaign member records in Salesforce. Define clear data mapping and transformation rules, establish real-time synchronization mechanisms, implement error handling and monitoring, and provided comprehensive user training to ensure seamless campaign and marketing integrations, accurate data propagation, and informed decision-making.
Streamlining Dashboard and Reporting Processes
🎯Challenge : Dashboard and Reporting Enhancements
Creating and enhancing reports and dashboards to track key metrics and automate updates presents challenges in data visualization and real-time data synchronization. Organizations often face difficulties in consolidating data from various sources, designing meaningful visualizations, and ensuring that reports and dashboards reflect the most up-to-date information. Additionally, as businesses evolve, the need for customized reports and dashboards to cater to specific user requirements increases, adding complexity to the reporting process.
🛠️Solution : Advanced Dashboard and Reporting
To address the challenges of creating and enhancing reports and dashboards, organizations can implement advanced dashboard and reporting automation solutions using Salesforce's robust tools. By leveraging dynamic dashboard design, real-time data synchronization, and automated updates, coupled with user training and continuous improvement, organizations can ensure accurate, insightful, and user-friendly reports and dashboards that drive informed decision-making and business growth.
Results
Results
35%
Efficiency Increase
Automated provisioning slashed errors, sped up onboarding by 35%.
40%
Productivity Boost
Streamlined workflow led to 40% productivity boost; automated system rapidly scaled, creating thousands of subscribers effortlessly.
30%
Integration Efficiency
Sophisticated integration boosted efficiency by 30% with seamless connectivity to billing, CRM, and network management systems.
50%
Speed Enhancement
Advanced methods led to 50% faster subscriber provisioning, enhancing service delivery for increased customer satisfaction and loyalty.
Our Partners
We are esteemed partners of best AppExchange products. This provides us an edge and access to partner ecosystem that are designed to support and help customers in their complex business needs.
Testimonials
Mary modsquad
-Vice President, Sales & Marketing
TwoPir Consulting is a hard working company, really knowledgeable, and always ready to do the extra mile to support me. they are really good at communicating and deliver on time and on budget. Bravo.
Vincent croser
- Senior Marketing Executive
Upon meeting the team, I checked references and received high praise. With extensive HubSpot experience, I confidently affirm TwoPir Consulting's excellence. They swiftly crafted a custom automation workflow, despite vague specifications. Working tirelessly, they ensured project success and provided invaluable assistance. Their expertise in configuring and optimizing HubSpot has significantly improved our marketing automation and customer relationship management processes. Trust your project to the team for exceptional results.
Leslie sitebim
- Founder
This was my first outsource project and I was skeptical at first as to what would happen. The experience has been terrific. Gopal helped to set schedule. Gopal's work was excellent. He is very knowledgeable in Hubspot and cleverly resolved my needs to customize the program. I certainly look forward to continuing to work with Gopal in the next stages of improving my customization.
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• Commerce Cloud • MuleSoft • Jitterbit • Tableau • Customer 360 • Artificial Intelligence • Salesforce Related Products