Immedia

THE CHALLENGE

Immedia is an audiovisual integrator company focused on improving the lives of its clients through the innovative use of technology. Immedia’s existing technology didn’t provide a complete view of key prospects, which limited visibility for growth and lessened its understanding around organizational structures between business units and key stakeholders. Its sales team needed the ability to identify relationships at multiple levels within Its most strategic accounts to avoid its practice of a single-threaded approach.

THE OPPORTUNITY

Equip sales teams with valuable account intelligence to drive more business.

HOW DO THEY…

· Provide a 360-degree view of key accounts?

· Understand key influencers, blockers, and champions?

· Increase visibility to drive revenue and understand potential risks in accounts?

In the case of Immedia, it needed a solution that enabled its sales team to manage key accounts and relationships efficiently in order to make impactful decisions. It was able to do this with the help of Prolifiq CRUSH.

THE SUCCESSFUL OUTCOME

Because CRUSH is Salesforce native, implementation was simple. The app interface is easy to use and navigate, which encouraged adoption. Prolifiq helped Immedia focus on relationships at the right levels and identify critical cross-sell/upsell opportunities while keeping everything needed to execute strategy in one place, saving time.

THIS HAS RESULTED IN…

· 100% of Immedia’s sales team collaborating on all aspects of CRUSH account plans across directors, managers, and AEs

· 90-minute account plan implementation upon identifying a new key account to target

· 52 new sales opportunities created in 60 days