Inkling accelerates revenue growth with trusted data
As demand for e-learning and digital onboarding experiences spiked in 2020, Inkling was well-positioned. Unfortunately, when the influx of new demand started flowing into their 10-year-old CRM, the jumbled mess of new data and old slowed Inkling’s potential growth. Before inefficiency and data distrust became the norm, Inkling partnered with Syncari to restore CRM data integrity, enhance BI reporting with unified data and automate core revenue processes, allowing Inkling to create better alignment between sales and marketing and make the most of this unprecedented opportunity.
3x
Faster Response Times
50%
More Productive
32%
More Opportunities
The Challenge
- 10 year old CRM made “good data” difficult to find.
- Custom coded APEX workarounds difficult to manage and change.
- Leads getting dropped, contacts improperly assigned or not assigned at all
- Key customer data (e.g. billings, product usage data) trapped in silos.
- Lack of executive alignment on where to focus as new demand came pouring in.
The Approach
- Channa Heng, Director of Revenue Operations began evaluating point solutions.
- Identified key functional gap across all popular solutions: the ability to standardize, normalize, and clean data before automating workflows
- During evaluation, new requirement emerged to stand-up a data warehouse to enable cross-functional reporting on complete GTM data
The Solution
- Selected Syncari as the only complete, codeless solution.
- Automated strict Lead to Account Matching and Routing processes (e.g. direct email or domain match) in days with Syncari’s pre-built templates
- Extended LTAM automations with Inkling’s specific business logic and multi-vendor enrichment services without writing code.
- Replaced brittle APEX workarounds for adding campaign information from Marketo with contact records in Salesforce with drag-and-drop functions to improve attribution reporting.
- Unifying, normalizing, deduping and syncing data across Salesforce, Marketo, NetSuite and PostgreSQL databases with product usage data
- Connecting Inkling’s existing BI tool into Syncari’s out-of-the-box operational data hub
- Keep operational and BI dashboards in sync with trusted data everywhere
