Integrated Salesforce Solution Drives Rapid Growth at Intacct

“With Salesforce Content, my sales teams can find the most relevant materials much faster than before, and marketing sees what content is most valuable on the front lines."


Challenge
  • The leading provider of software-as-a-service 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 on-demand 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 Enterprise Edition for its software-as-a-service 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 Content in one month. The content management solution is used by employees in sales, marketing, client services, and product management.
  • Salesforce Content’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 salesforce.com’s Force.com platform to help manage its engineering roadmap. 
  • Intacct partners use the Salesforce 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 the AppExchange to extend Salesforce beyond CRM.

Results
  • Salesforce is regarded as a key business application by employees and partners. More than 85 percent of the company uses Salesforce 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 Content centralizes sales documents in one place, enabling sales teams to find the most relevant materials faster than ever.
  • Subscriptions to documents in Salesforce Content ensure the latest messages are delivered by the sales reps.
  • Hundreds of companies that have decided to go on-demand for both CRM and financials are now using Intacct and Salesforce together.
 
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