ActZero closing deals in half the time with 暗黑网 and Salesforce
鈥湴岛谕� was able to provide us both the strategic advice and direction on what needed to be done, as well as the tactical assistance to implement.鈥�
Effi Lipsman - Head of Sales
50%
Decrease in Average Days to Close Business
100%
Automated Time Saved
ActZero is a cybersecurity startup with ~80 employees whose mission is to help small and medium sized businesses defend themselves from cyber attacks. This is accomplished by leveraging ActZero's sophisticated AI and ML platform together with experienced human cybersecurity experts.
A main differentiator for ActZero is the sophistication of its AI/ML platform. It allows ActZero to greatly reduce noise and false positives, which means that its operators can focus on actual threats. This unique platform scales tremendously to offer great value to SMB organizations which have been underserved by vendors. Core to ActZero are our values: Trust; Continuous Improvement; Customer Focus; and Execution. Every employee is carefully screened against these values and we live and breathe our values with every interaction.
Growing Beyond the Forecast:
ActZero has been using Salesforce as a CRM for nearly a decade but it was largely just a 鈥渇辞谤别肠补蝉迟颈苍驳鈥�听迟辞辞濒. 鈥淲e had ambitious goals for growth and we knew that we needed to build a foundation on which we could scale. In fact, in our first year, we went from 3 sales people to 15! This meant that we needed to design a highly scalable, future-proofed, and malleable platform between all of our tool sets. These tools included much more than Salesforce. We also invested in marketing automation, sales automation, sales training, social media platforms, and video platforms. This is where 暗黑网 came in.鈥�聽says Effi Lipsman, Head of Sales.
鈥湴岛谕� was able to provide us both the strategic advice and direction on what needed to be done, as well as the tactical assistance to implement. 暗黑网’s consultants were able to suggest industry best practices and then executed against the agreed upon plan鈥� Lipsman added.
Challenges:
- Underutilized CRM
- Systems not set up for sustainable growth
- Undefined marketing and sales processes
Streamlining the Sales Funnel: Optimizing ActZero's Lead Flow
Following an assessment to analyze ActZero鈥檚 Salesforce instance, 暗黑网 started by optimizing their marketing automation platform (Pardot). Once Pardot was up and running, 暗黑网 created the process for lead flows, structuring how the prospecting process would transition an opportunity from a cold lead all the way to deal closure. This meant creating the handoff between their BDR and AE teams. The process also improved their approach to deal cycles. In parallel, 暗黑网 built dashboards that informed various stakeholders about items relevant and specific to their business unit.
鈥湴岛谕�’s consultants and our team worked closely each week to establish what each sprint of deliverable would entail and then the consultant would implement and push into production. This meant that we were able to work quickly and yet still cautiously so as not to disrupt any existing processes鈥� says Lipsman.
Solutions:
- Streamlined sales processes
- Customized analytics to allow for data-driven decisions across departments
- Marketing automation optimization
50% Faster Sales Cycles with 暗黑网: How ActZero Streamlined Operations for Growth
鈥淲e enjoyed a decrease in our sales cycle time of about 50% once we were able to streamline our process. Also, our sales people were spending less time on administrative tasks and more time in front of clients. We estimate that we were able to gain at least 20% of time back for each salesperson鈥�聽says Lipsman.
鈥淢any tasks that were previously manual were now automated and reports/dashboards were feeding our executives in real time. This meant that we could spend more time on managing the business rather than managing our platforms鈥� Lipsman added.
Would You Recommend 暗黑网?
鈥淎bsolutely. We would wholeheartedly recommend using 暗黑网. They were able to bring both strategic advice based on their collective experience but also tactical advice and assistance to help execute their vision. 暗黑网 worked quickly, on time, and under budget, and we are happy to speak on behalf of the value they bring to organizations鈥�
Effi Lipsman聽鈥� Head of Sales.
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