BrightEdge Technologies
Optimizing CRM for a Rapidly Growing Sales Team
BrightEdge is a Silicon Valley-based global leader in Enterprise Search Engine Optimization. Since BrightEdge founded in 2007, they have grown to over 300 employees, and over 1,500 customers worldwide*. BrightEdge came to Groundswell Cloud Solutions to optimize Salesforce to accommodate their high growth with a scalable solution.
*These numbers are as of March 2017
*These numbers are as of March 2017
The Challenge
An existing Salesforce customer, BrightEdge needed to optimize their CRM to accommodate rapid growth. This meant that they needed to build for scale and think toward the future.
With the recent addition of a large sales team and a transition to a highly sales-driven business model, they needed to ensure that their full sales cycle was running smoothly:
- Marketing
- Lead generation
- Lead assignment
- Opportunity management
- Support
- Ongoing customer cultivation
The Solution
Groundswell has become a long-term, trusted advisor for BrightEdge's Salesforce implementation. The partnership began with an initial data quality assessment and cleanup project which led to improvements across the organization.
Key areas of focus include:
To tie it all together, we developed rich reporting & analytics to support each business unit.
Key areas of focus include:
- Optimized sales processes with automated renewals
- Automated case creation and closure process for customer support
- Implementation of 3rd party subscription billing add-ons for accounting
- Clean data with a data augmentation and territory management effort for sales
The Outcome
With an optimized Salesforce instance, BrightEdge is now prepared to handle further scale and ongoing global expansion.
- They are able to close more business by leveraging high quality data, thus reducing time spent by inside-sales reps chasing poor-quality leads
- They have eliminated process gaps by automating renewal processes to eliminate potential subscription lapses or cancellations
- They are able to take advantage of greater predictability in forecasting with a rich set of reporting & analytics
- Support is better equipped to respond to internal and external inquiries through various optimizations
Former Vice President of Sales Operations
We would recommend Groundswell to anyone, but especially high growth environments where precision and responsiveness are key