CRUSH

A-LIGN

Posted On
March 18, 2024
Resource Type
CRUSH
"The team is jazzed, to say the least as it gives visibility into all cross-sell opportunities and an unprecedented level of intelligence into the next best actions at an account based on the propensity to buy. With that – we have already launched a couple of competitive take-away campaigns and after 6 business days, they are already the most successful customer campaigns we have ever run. We are super excited about Prolifiq & and the whitespace management process we rolled out as it gives us a much-needed foundation around how we upsell / cross-sell our existing customers".
A-LIGN
Nick Ludy, Vice President, Strategy & Operations

The Company

A-LIGN is the leading provider of high-quality, efficient cybersecurity compliance programs. Combining experienced auditors and audit management technology, A-LIGN provides the widest breadth and depth of services including SOC 2, ISO 27001, HITRUST, FedRAMP, and PCI. A-LIGN is the number one issuer of SOC 2 and HITRUST and a top three FedRAMP assessor.

The Challenge

Before Prolifiq, A-LIGN’s teams were juggling critical account and relationship data between Google Docs, slide decks, and spreadsheets for information. This resulted in a lack of consistency when it came to strategic account planning and execution. This setup wasn’t driving strategy or results that the team was capable of. Enter Prolifiq – a tool meant to provide structure and make it easier to grow and capture customer market share along with winning larger strategic deals.

Salesforce was supposed to be the go-to system of record, but its inconsistent use turned the teams reactive instead of proactive. Identifying high-potential accounts based on historical data became challenging, leading to misplaced efforts and activity on the wrong accounts. The lack of visibility into account health and limited reporting and structure for major milestones, objectives, and task ownership led the team to look for a tool to drive a better process around strategic accounts.

The tipping point for A-LIGN was the burning need to capture more revenue within specific accounts, aiming to improve attach rates by 20%+. This was no small feat – achieving this target meant potentially raking in tens of millions of dollars annually. The current approach of working on outdated slide decks or spreadsheets wasn’t going to cut it. The team needed a tool that would keep everybody on the GTM team within their CRM, collaborating on plans that would drive more revenue from the biggest accounts.

Why Prolifiq

“Prolifiq was customizable for different teams, which had different processes, core needs, structures, and more. Prolifiq was the only vendor that was truly configurable and adaptive to our different use cases between sales and account management”. 

Prolifiq’s 100% native Salesforce application made it easier for end users to adopt and understand, as the user interface was very similar to the normal experience of using Salesforce. Prolifiq’s customization for the team made it easier to create reports and pull critical information from their account plans and stakeholder maps that drove daily and weekly motions between the different GTM functions

Capturing more revenue from competitors was the north star, and working from the same familiar setting meant strong adoption, quick wins, and an easier pitch for Nick to get the organization to align around for 2024 and beyond.

Posted On
March 18, 2024
Resource Type
CRUSH