For B2B software and services business Nerdio, lead assignment and distribution was entirely too manual. By moving their lead capture and nurturing to a platform that natively integrated with Salesforce Sales Cloud, automation became a possibility – and a reality.

Nerdio is a growing business and traditionally had many ways to engage and capture leads online.  That software also provided the capabilities to “nurture” the leads through marketing automation. Unfortunately, it didn’t integrate properly with their Salesforce Sales Cloud. The Nerdio team had to direct all the leads to the same person who individually assessed each lead, determined the appropriate territory and then entered it into their CRM to distribute to the right rep. Any engagement insights from the nurture stream were lost in the transition. This approach was neither scalable or sustainable.

Identifying a solution that could support the desired lead collection, distribution and nurture campaign schema, yet integrate natively with Salesforce was key. Marketing automation software Autopilot HQ was identified as the best fit to replace their original capabilities. It provides an array of intuitive marketing/process automation features and also provides that tight integration with the Salesforce platform.

With their existing marketing automation software license expiring in a relatively short time, the Nerdio team wanted to make a clean switch from it to Autopilot. We put together an approach that enabled us to map/integrate Autopilot with their Salesforce instance, migrate the lead data and to recreate nurture stream content/processes for 40 different automations – all in time for them to sunset the existing software before the license period expired.

Following that stage, we collaborated with their sales operations, marketing and executive leadership to identify and build a lead scoring/distribution framework for the organization that leverages Salesforce’s process management capabilities.