Case Studies

World's leading companies have made account planning
EFFORTLESS + EFFECTIVE with the DemandFarm Account Planner and Org Chart.

Account Planner

Instutionalizing Account Planning process

Diebold Nixdorf is a world leader in enabling connected commerce by helping automate, digitize and transform the way people bank and shop. As a partner to the majority of the world's top 100 financial institutions and top 25 global retailers, their integrated solutions connect digital and physical channels conveniently, securely and efficiently for millions of consumers each day.

Challenges

Despite having invested in expensive consulting engagements and previous tools, Account Planning continued to be driven in Powerpoint and Excel which impacted global framework rollouts and overall scale. Regular reviews using consolidated data was another major challenge, as annual and half-yearly reviews take up a lot of sales operations bandwidth. Repetitive bandwidth issues led them to explore an easy to adopt and scale solution from the market again.

Results

DemandFarm helped attain an integrated account planning process at Diebold through 'Account Planner.' All the reusable information from Salesforce.com could now be consumed by the tool to give actionable insights for account teams. These account teams were also able to adopt the online culture and improve their cross-functional collaboration like never before. Account Planning and Governance became a continuous and managed process.

Global Account Management enabled

Belden, based in St. Louis, Missouri, designs, manufactures, and markets signal transmission products for demanding applications.

Challenges

A global initiative to build a team of Global Account Managers led Belden to face their biggest challenge. Belden formed a team of Global Account Managers who will manage large accounts with the help of Regional Account reps. Since the business was spread across regions, various business units; the data was always in silos. There was no framework or process to institutionalize and view the data in one place for GAMs to collaborate with their account teams. Hence, building Account Plans and designating actionables to the respective reps was a challenge.

Results

DemandFarm consolidated all data for several accounts from multiple Salesforce instances into one single instance. DemandFarm is now single source of truth for all Global Accounts and provides pre-built proven frameworks and flexibility to preserve their own Strategic Account Management metrics for successful growth plans.

Scaling key account management processes

Mu Sigma, is a category- defining decision science and big data analytics company, helping enterprises systematize better data-driven decision making.

Challenges

Mu Sigma acquired initial 10 accounts through its innovative offerings and CEO's efforts. They had developed a unique way to manage and grow these accounts. In their second phase, they acquired 100 more Fortune 500 clients. So, the challenge was to scale and replicate the process for those new clients.

Results

DemandFarm helped them with scaling their next stage process with an intuitive, easy to use interface, ensuring quick adoption.

85% of the revenue generated is now managed within DemandFarm.

Setting up key account management

SLK Software, is a fast-paced technology and consulting company with a focus on Banking and Manufacturing with deep domain expertise across the entire value chain.

Challenges

SLK wanted to implement Key Account Management process after tasting initial success with their customers. They wanted to implement Account Planning process to gain visibility into account landscape/strategy.

Results

DemandFarm became the main engine to set up key account management processes and consolidate its position amongst their clients.

75% of revenue generated is managed in Demand Farm.

Adapts to Selling Methodology

North Highland is a leading change and transformation consulting firm, recognized for its deep expertise and collaborative, action-oriented approach. It is among the select companies that Forrester, one of the most influential research and advisory firms in the world, recognizes."

Challenges

North Highland had invested in a sales methodology training, however putting it to practice in Salesforce was their biggest challenge.

In management consulting organizations like North HIghland, it was critical to keep a constant track of relationships. They needed tools that were engaging with sales users and provided visual representation of key data points - for example identifying a key detractor or marking out a champion.

Results

DemandFarm being a 100% native app in SFDC helped scale the adoption easily. Account Planner and Org Chart provided strong visual output and other key data points that helped in strategizing contact specific communication and meeting plans that drove the sales efforts in key accounts forward.

Impressive features

"This app has been one of the best additions to our Salesforce instance. Org Chart goes beyond just displaying an account's contact hierarchy. It provides and excellent view of your account team's relationship  the client accounts"

- NH Salesforce Admin

Request a Demo to understand why Gartner named DemandFarm as one of the  leaders in the Digital Account Planning category

KAM Solution for Strategic Sales

Demandbase, offers the only end-to-end ABM Platform that helps B2B companies identify, win and grow the accounts that matter most. The biggest and fatsest growing companies in the world rely on Demandbase to drive their Account-Based Marketing strategies and maximize B2B marketing.

Challenges

Demandbase offers the only end-to-end ABM Platform that helps B2B companies identify, win and grow the accounts that matter most. The biggest and fastest growing companies in the world rely on Demandbase to drive their Account-Based Marketing strategies and maximise B2B marketing performance.

Results

DemandFarm became a single platform for clear visibility into their Strategic Accounts data with seamless automation using existing Salesforce data. With DemandFarm analysis and deeper insights in their merchant accounts, Braintree is now an institutionalized KAM process engine experiencing rapid growth.

Great KAM Tool and Incredible Support

"We first implemented DemandFarm's KAM solution for our strategic sales team in order to help them with account planning. The tool is very easy to use and helps reps build a path to upsells in massive enterprise organisations, I would implement DemandFarm at any future company and recommend them to all in sales leadership"

- Allison Blasco, Director, Enterprise Sales

One Stop Shop for Account Planning

Tech Data, connects the world with the power of technology. Tech Data is ranked No. 88 on the Fortune 500® and has been named one of Fortune’s World’s Most Admired Companies for 11 straight years.

Challenges

One of the primary challenges that Tech Data had to face was to have a holistic view of their key accounts and multiple factors impacting the revenue associated with them. Tech Data needed  an effective and scalable key account management process in no time that delivered cross-team collaboration during account planning.

Results

DemandFarm's Account Planner has helped Tech Data institutionalize the key account management process across the organisations in less than 3 months. Now the Account Managers are equipped with all account insights that may impact their active opportunities and leadership has global view of key accounts at click of a button. More importantly, they are able to effectively plan across regions and across multiple teams in a seamless manner.

One Stop Shop for Account Planning

“Demand Farm's Account Planner app, combined with the Org Chart app, provides a comprehensive and user-friendly application for simple or complex account planning. Implementation was seamless with DemandFarm's highly responsive support team."

- Donny Reblitz, Consultant

Fixed large account retention with visibility on financial workflows

SMB Analytics Company - The company is an analytics and measurement CRM based out of New York that provides a comprehensive set of solutions designed to enhance the performance of advertising campaigns and provide a true measure of return on marketing investments.

Challenges

The sales team was new to Large Account Management, hence wanted a simplistic yet powerful tool that can aid this sales cultural transformation.

The current process needed re-alignment to include qualitative aspects of Key Account Management.

A Standalone CRM was not effectively meeting their sales need. They wanted a tool that could help them manage additional functional requirements such as key contacts, data integration with theirfinancial system, dashboarding capabilities that met their leadership sales management requirements.

Results

Increased visibility of Potential and growth ambition within key accounts.

Improved visibility of qualitative contact information of key customer contacts.

Standardized and simplified key account management process across the sales teams.

Complete visibility offinancial workflows and reduced risk of customer retention

Scale its account management process globally

This case study highlights how DemandFarm, a key account planning and management platform, helped the company overcome the challenges linked to scaling and maintaining a robust key account management program across their most valuable key accounts.

Challenges

Scattered account data in multiple formats that made it difficult to make sense of the data and transform it into meaningful intelligence. Data accessibility challenges to the employees at the right time to make faster decisions. Lack of client data analysis inside Salesforce that caused Salespeople to manually export CRM data to an external tool for analysis. Difficulty in getting deeper insights on client data such as organizational structure for account managers to grow their client’s revenue.

Results

Entire data brought to a single platform that were easily accessed by the entire key account management team. Direct integration with Salesforce saved a lot of Salesperson’s time and improved productivity. Built Interactive Org Charts helped to illustrate graphically the client organization’s formal hierarchy to understand the relationships and job positions of all the employees. Analysis of qualitative data assisted in triggering critical decisions when it comes to account management and account planning. Gave meaningful insights to overcome to answer all the questions raised by the account manager such as, How to keep track of who all they know and what all they know about them? Where do they lie in the formal hierarchy of their organization? Who controls what budgets?

Org Chart

Strategic relationships with key accounts using Org Chart Software

Verocode, is an application security company based in Burlington, Massachusetts that offers automated cloud-based service for securing web, mobile and third-party enterprise applications. Veracode provides multiple security analysis technologies on a single platform, including static analysis, dynamic analysis, mobile application behavioral analysis and software composition analysis.

Challenges

Scattered account data in multiple formats that made it difficult to make sense of the data and transform it into meaningful intelligence.

Data accessibility challenges to the employees at the right time to make faster decisions.

Lack of client data analysis inside Salesforce that caused Salespeople to manually export CRM data to an external tool for analysis.

Difficulty in getting deeper insights on client data such as organizational structure for account managers to grow their client’s revenue.

Results

Entire data brought to a single platform that were easily accessed by the entire key account management team.

Direct integration with Salesforce saved a lot of Salesperson’s time and improved productivity.

Built Interactive Org Charts helped to illustrate graphically the client organization’s formal hierarchy to understand the relationships and job positions of all the employees.

Analysis of qualitative data assisted in triggering critical decisions when it comes to account management and account planning.

Gave meaningful insights to overcome questions raised by the account manager such as - How to keep track of who all they know and what all they know about them? Where do they lie in the formal hierarchy of their organization? Who controls what budgets?

Simple and straightforward

" The DemandFarm team was very responsive to requests, questions and were very open to suggestions on how they can leverage the tools in many ways. DemanFarm has repeatedly offered to collaborate on end-user training, ways to increase adoption and utilization of the tool. Support was always available to help with version upgrades, new functionality and features."

- James Tambini, Sr.System Analyst, Veracode

Transforming Relationship Management

Kemp powers always-on application experience (AX) for enterprise and service providers. Kemp is trusted to power application experience for more than 20,000 customers and more than 50,000 application deployment in 115 countries.

Challenges

Kemp was having challenges in buliding new or expanding existing relationships in their target account. This was a priority for their Enterprise Selling Framework. While a list view was good, they needed something more to make it visual for their sales teams to drive more insights into their key contacts.

Results

DemandFarm being a 100% native app in SFDC helped Kemp scale the adoption easily. Our tools provided strong visual Org Charts and other key data points that helped in strategizing contact specific communication and meeting plans that drove the sales effort in key accounts forward.

Great Org Chart Tool!

“We've been using the Org Chart tool for a couple of quarters now to support our Enterprise Selling Framework. The tool itself is extremely easy to use and user friendly. I would highly recommend the Org Chart tool for anyone looking to improve rep productivity and effectiveness."

- Derry Heraty, VP, Sales Operations

Try DemandFarm's Org Chart for FREE to understand how account planning teams  build an org chart right inside the CRM to go from Relationships to Revenue.

From Contacts to Relationships

Duco, provides technology that enables banks, brokers, asset managers and exchanges to normalise, validate and reconcile any type of data in Duco's cloud, providing films with on-demand data integrity and insight. Duco provides self-service data engineering in the cloud that empowers users to normalize, validate and reconcile any type of data on demand.

Challenges

DUCO had a common challenge that every sales organisation faces in Salesforce.com

How do sales team build Relationship Heat Maps with real-time data in Salesforce CRM in one place?

Most Relationships and Influences were not visible across teams which impacted Opportunity Wins. They needed more than just list views of their contacts to deliver more on their sales revenues.

Results

DemandFarm's salesforce.com native app, helped DUCO manage contacts more effectively than before. With a simple Drag Drop functionality, DemandFarm helped build visual heat maps.

Contacts were transformed to Relationship views. Account Managers were able to keep a check on internal influences within their customer organisations. The heat maps helped Account Teams take informed decisions in the Opportunity pursuits. Who to target? Who else to bring into the meetings? Who is our champion? These questions could be easily answered now.

Simple and straightforward

"We needed a simple way of seeing the organization of contacts at our accounts and this fit the bill. It is incredibly intituitive to set up and easily customizable. I can't imagine you would need more features that what it currently offers."

- Byron Livernois, VP, Sales Operations

Whitespacing

LiveRamp, formerly known as Acxiom Corporation, based in San Francisco, California offers an identity resolution platform.

Challenges

One of the biggest challenges that LiveRamp had to face was mapping their customer use cases to the relevant LiveRamp offering to cross-sell and up-sell. Another challenge was finding a simple yet effective account planning tool which is easy to adopt and scale.

Results

DemandFarm’s Account Planner became the enabler to create a Customer Use Case vs LiveRamp offering landscape. LiveRamp gets actionable insights through this landscape to farm and mine effectively in their top accounts.