"Our execs were wowed with the level of sales-opportunity information we were able to show about each of our key customers. Without CRUSH, we wouldn’t have been able to do this."Field NationScott Larson, VP of Account Management
A Booming Business With Vast Opportunities to Grow Its Biggest Customers
Starting in 2008 as an idea to help technicians find projects in the emerging gig economy, Field Nation today has become the dominant online marketplace platform in its industry, connecting companies with thousands of contract service technicians every week.
One significant opportunity for Field Nation comes from large companies that actually specialize in providing field services themselves and already have their own teams of technicians. Field Nation is able to help these customers quickly find and bring on entirely new, add-on teams of technicians on a contract basis, making it possible to virtually overnight expand into new territories and/or deliver whole new service offerings. It’s a game changer for these companies, and it’s a big part of what’s fueling Field Nation’s explosive growth. But in order for account representatives to proactively spot and close these and the many other types of opportunities at hand, good strategic account-planning tactics are indispensable.
When Field Nation’s V.P. of account management, Scott Larson, started with the company in early 2018, not only was he excited about the future of the platform, he also saw tremendous opportunities to grow business with existing customers. But Scott quickly recognized that in order for him and his team of strategic account reps to fully reap these opportunities, they were going to need strategic account-planning processes that could be both dynamic and highly visible.
The Search Is On for Native Salesforce Account-Planning Tools
“When I came to Field Nation, account planning was a static, inconsistent process kept inside of spreadsheets,” says Scott. “What we needed were account-planning capabilities integrated within the Salesforce processes our account reps use every day. By putting this critical information front and center for our reps, I knew we could transform strategic account-planning tasks into a very effective, interactive process to help the team make the most of the massive add-on revenue opportunities that are in front of us.”
Scott tapped Elli Dubanoski, sales operations analyst at Field Nation, to begin evaluating native Salesforce tools that could do the job.
Tight Salesforce Integration and Intuitive Features Make CRUSH the Right Choice
“As I began looking at options, I quickly saw that CRUSH fully met our criteria for ease of use and tight Salesforce integration,” says Elli. “Everything else we looked at was either too complex or not well integrated. What also impressed us was how the Prolifiq sales team took the time to really understand our business as well as our objectives for a sales-planning tool. This wasn’t the case with other companies we talked to. We were very impressed.”
QBRs Presented in CRUSH Dazzle Company Execs
Not long after CRUSH was implemented, Scott had his strategic account reps prepare for their upcoming quarterly business review (QBR) processes with the company’s C-suite executives by creating account plans in CRUSH for over 200 of their largest accounts.
“The reps were required to use CRUSH to detail their SWOT analysis, whitespace opportunities, wallet-share of the customer, and much more, and then present this to the execs,” says Scott. “It was phenomenal the energy that came out of these QBR presentations. Our execs were wowed with the level of sales-opportunity information we were able to show about each of our key customers. Without CRUSH, we wouldn’t have been able to do this.”
“As we move forward with our sales plans, CRUSH continues to help us better identify the whitespace within each client so we can more effectively go after this revenue,” continues Scott. “Having our account plans right in Salesforce is truly transforming our account management processes.”