Marketing Cloud, Trailhead...
InFusion360 grows in new directions with automation and analytics
InFusion360’s “One Lens” approach removes complexity and improves outcomes for clients with limited time to manage their own financial affairs. Clients benefit from integrated accounting, business advisory, risk and wealth management solutions as well as financial, legal and property advice delivered by partners. What’s more, they enjoy a seamless and tailored experience underpinned by Salesforce.
“Salesforce has strengthened our “One Lens” approach and automated processes to deliver faster, more personal service,” said Neil Moodley, Chief Executive Officer at InFusion360. “It powers the analytics we need to grow in a sustainable way.”
With the ability to make the right decisions, at the right time, based on the right data, Infusion360 is thriving and growing in new directions. It’s quadrupled its sales pipeline and reduced the sales cycle from 12 weeks to six. It’s also blazing a trail for others to this era of real-time analytics.
From comprehensive to connected
InFusion360’s comprehensive offering and targeted client base of time-poor professionals, has made it easy to find and win new clients. Servicing them has been more difficult. The firm’s data and processes were disconnected and there was no single view of sales or operations. The search for one CRM to manage the business and its relationships led to Salesforce.
“The Financial Services Cloud offered all the essentials we needed as a wealth management firm and, with the Salesforce ecosystem, we could add new apps as we grew,” said Neil Moodley.
Mark Tossell, Digital Business Analyst, was appointed to drive the implementation and, together with Moodley, sought to take advantage of everything Salesforce could deliver. New to the Salesforce community, Tossell turned to Trailhead to learn about the platform and all the ways it could help the firm work smarter and faster. At the same time, the management team challenged him with their constant innovation.
“Neil was always asking ‘Is it possible to do x in Salesforce’ and so I would look into it and learn how to do it in Trailhead. Over time, he’s stopped asking and trusts that whatever’s needed can be done on the platform,” said Mark Tossell.
Process automation supports sustainable growth
InFusion360’s pipeline visibility has improved significantly with the use of Salesforce. Management use several custom dashboards to track opportunities and the current state of the business. It’s been able to pivot the firm as a result, taking on financial advisers as contractors and supporting them with administration, compliance and leads.
Operating this way would be impossible without Salesforce and the visibility its provided into pipeline and adviser activity. Process automation has also helped. Tossell said that one of the firm’s pain points was a lack of documented and automated processes. He used ProcessComposer from the AppExchange and Elements.cloud to resolve this, developing 60 automated processes.
Actionable analytics lead to new opportunities
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