Managing Sales and Marketing teams is difficult, but for Autify, it was even more challenging. Two business units are located in different countries, and each team used different tools and processes to track and manage customers from lead to close. This made it difficult to get a wholistic view of the business's health. And, it was hard to scale. Cloud Pathfinder helped Autify get both teams on a single platform and get a clearer picture of Sales and Marketing efforts, making it easier to manage - and grow - the company's subscription model.
Growing SaaS companies often struggle with the same challenge. They start using tech tools fit for their current size, and quickly grow out of them. Autify was experiencing a similar story. The company grew so much by 2021 that their tools were no longer supporting sales and marketing processes. They were losing track of leads, and customers were not renewing their subscriptions! On top of that, Autify had expanded to the US and was now trying to manage multiple business units in two different countries - each with different sales and marketing cultures, processes, and tools. It was becoming harder and harder to understand the company's overall growth.
Cloud Pathfinder has worked with many growing SaaS companies that need to combine disparate databases, processes, and tools to get a clear picture of the business health. When we started working with Autify, we first discussed what the team wanted to accomplish so we could design a Salesforce strategy to support those goals. Then, we spent time with each country's sales & marketing team to learn their specific processes, and better understand how to manage the differences. Finally, we implemented Salesforce and Pardot and created custom workflows for each team.
Now, each team can follow their best practices, but the data collected along the way flows up to reports that provide the vital information Autify's management needs to keep track of the the company's overall sales and marketing efforts. With one single source of truth and one view of the business, Autify can keep better track of subscription renewals and reduce contract churn with a tool that will grow with them.
Business Objectives:
Cloud Pathfinder helped Sentient Energy clean up their tech stack and align Salesforce to their go-to-market operations. Now, they run coordinated sales and marketing efforts to drive leads through a funnel with minimal manual labor, freeing up their Sales team to focus on what's most important - customers.
With Cloud Pathfinder's guidance and support, Acuity Brands now has a more robust marketing system with better analytics, lead management, and collaboration between tools & teams.
