Case Studies

Refining Intermedia’s Sales and Reports Process through Better Data Hygiene Practices

The Client

Intermedia is a one-stop shop for cloud business applications. With more than a million users, Intermedia provides an Office in the Cloud™ suite with more than 30 services. This service integrates essential business applications, including phone and email, with productivity solutions, such as file sharing and collaboration.

Because of Comity, we now have a flexible Salesforce platform that empowers us to better manage our sales pipeline, lead generation, and reporting needs. They were true partners and delivered a solution that helped us more strategically use the rich data to drive our business.

The Challenge

Intermedia’s data-intensive sales process was complicated by duplicate, incomplete, or dead data and different backend systems that didn’t integrate. An inefficient configuration failed to make efficient use of the powerful options within Salesforce and the lack of real-time business analytics prevented ad-hoc reporting.

 
 
 

The Solution

Comity deployed Salesforce best practices to reduce the number of fields, data clutter, duplicate reduction, and data enrichment to make information actionable and trusted. Using Salesforce Wave Analytics and a custom Wave Sales Revenue app helped pull data from both backend systems to create an easy-to-view analytics dashboard. Customer accounts were immediately synchronized between as opportunities were closed to maintain data quality between the systems.

 
 
 

The Results

By making Salesforce trusted and actionable, Comity helped Intermedia streamline their sales leads and sales processes, which ultimately resulted in a higher user adoption. Integrating two backends into one Salesforce instance created more consistent and accurate reporting with highly visual and interactive dashboards for Intermedia to better understand what drives sales and revenue growth.