Integrated Salesforce CRM Solution Drives Rapid Growth at Intacct

Challenge

• The leading provider of cloud-computing financial management and accounting applications, Intacct Corporation needed a CRM system to automate the sales process, increase productivity and close the gaps between sales and finance.
• The company required a system supporting a high velocity, highly efficient lead to order to cash process across marketing, sales and finance. 
• Intacct needed to support its IT strategy of being a showcase for running the entire business with best of breed solutions.
• The company lacked a central repository to manage the sales and order processes from start to finish. Salespeople input data into mulitple systems. Finance people had to rekey data. 
• The company wanted to replace a wiki with an integrated content management solution that would make it easier to find relevant documents.

Solution

• Intacct selected Salesforce CRM Enterprise Edition for its cloud-computing delivery model, integration capabilities, and support for sales force automation, channel management, and service and support.
• Intacct used Force.com to build Intacct MAX™ for salesforce.com, automatically integrating Salesforce CRM and Intacct financials and closing the gap between sales and finance. 
• Intacct implemented Salesforce CRM's content library in one month. The content management solution is used by employees in sales, marketing, client services, and product management.
• The content library’s searching, filtering, tagging, comments, and ratings capabilities make it easy for users to find the best materials. 
• Intacct also built a custom application on the Force.com platform to help manage its engineering roadmap. 
• Intacct partners use Salesforce CRM's partner portal to register deals, which are booked directly into financials via Intacct MAX. Tie-ins with a learning management system enable partner certifications and training. 
• Intacct downloaded applications from AppExchange to extend Salesforce CRM beyond CRM.

Results

• Salesforce CRM is regarded as a key business application by employees and partners. More than 85 percent of the company uses Salesforce CRM and Intacct regularly.
• Intacct MAX ensures that the lead to cash process is now fully automated, so sales and finance are more productive and always working from the same information.
• Salesforce CRM's content library centralizes sales documents in one place, enabling sales teams to find the most relevant materials faster than ever.
• Subscriptions to documents in the content library ensure the latest messages are delivered by the sales reps.
• Hundreds of companies that have decided to go for both CRM and financials are now using Intacct and Salesforce CRM together.