Tesonet
Tesonet optimises cross-team collaboration to propel growth
Based in Vilnius and Kaunas in Lithuania, Tesonet is now an accelerator specialising in next-generation IT products, with a focus on cybersecurity tools and solutions. Fast growth in headcount and a global client portfolio pushed the company to seek a software solution to seamlessly weave together data, processes, and comprehensive customer overviews.
Founded in 2008, Tesonet is practically a veteran in the thriving Lithuanian startup scene. The IT security solutions company, specialising in multiple IT security products and other fields, employs over 1,200 people and is now even working on building its own campus in the capital Vilnius, called “Cyber City”.
The firm works as an IT product factory serving B2B and B2C clients across the globe. Their largest markets are US, CANADA, Australia, UK, France, and their products are widely used by B2C clients, also in e-commerce, telecommunications, education, news/media, legal and other sectors. Tesonet works with clients from more than 80 countries, investing and helping to develop game-changing products.
Founded in 2008, Tesonet is practically a veteran in the thriving Lithuanian startup scene. The IT security solutions company, specialising in multiple IT security products and other fields, employs over 1,200 people and is now even working on building its own campus in the capital Vilnius, called “Cyber City”.
The firm works as an IT product factory serving B2B and B2C clients across the globe. Their largest markets are US, CANADA, Australia, UK, France, and their products are widely used by B2C clients, also in e-commerce, telecommunications, education, news/media, legal and other sectors. Tesonet works with clients from more than 80 countries, investing and helping to develop game-changing products.
All data in one place for a growing team
The company invests strongly in people, and headcount is growing at a staggering pace. According to German Girštautas, Head of Business Support Systems at Tesonet, the company is now hiring over 300 people per year, with close to 50 new employees per month, and is a sought-after employer locally.
With a rapidly growing team, the need was clear for a solution that could be customised for their unique needs and facilitated team collaboration while offering a 360° view of the customers.
For instance, German, describes a strong marketing department comprised of 250+ people who need to be able to relay information seamlessly to the Sales teams. “There are a lot of sales that go through partnerships, which meant the marketing team needed a tool to manage their partnership agreements, have a 360° view of the customer all while giving real-time transparency to the Sales team,” he said.
But the management and accessibility of accurate, up-to-date information are critical for all teams at Tesonet. “We knew we needed accurate data for people to support the growth of our business and resolve customer issues faster. An environment where we focus on our customers is a prerequisite for our teams to innovate and create great products,” said Girštautas.
“We also had to make sure that our different teams didn’t cannibalise each other,” Girštautas said, “that our PR agency isn’t paying money for the same partnership our SEO company already has, and vice versa. That’s where the power of Salesforce comes – all data in one place. Centralised.”
With a rapidly growing team, the need was clear for a solution that could be customised for their unique needs and facilitated team collaboration while offering a 360° view of the customers.
For instance, German, describes a strong marketing department comprised of 250+ people who need to be able to relay information seamlessly to the Sales teams. “There are a lot of sales that go through partnerships, which meant the marketing team needed a tool to manage their partnership agreements, have a 360° view of the customer all while giving real-time transparency to the Sales team,” he said.
But the management and accessibility of accurate, up-to-date information are critical for all teams at Tesonet. “We knew we needed accurate data for people to support the growth of our business and resolve customer issues faster. An environment where we focus on our customers is a prerequisite for our teams to innovate and create great products,” said Girštautas.
“We also had to make sure that our different teams didn’t cannibalise each other,” Girštautas said, “that our PR agency isn’t paying money for the same partnership our SEO company already has, and vice versa. That’s where the power of Salesforce comes – all data in one place. Centralised.”
Custom builds make sure all teams are on the same page
As an IT company with hundreds of in-house developers, Tesonet chose to implement Salesforce directly, rather than going through a consultancy. “We put a dedicated team of developers onto the project and mixed and matched between using Sales Cloud in a more traditional way and building custom apps using the Lightning Web Components framework. This lets us use the languages that our developer team already knows to build Salesforce components,” said Girštautas.
Before building these custom apps on Salesforce, teams dedicated a significant portion of their time to manually creating documents, anything from predefined contracts to post-sales documentation. To save time and enable their teams to work on more strategic goals, Tesonet’s developers used custom components and Lightning Flow to streamline the document creation process.
Custom builds were also used to create a billing application within Salesforce. “The great thing is that our developers can reuse components based on coding languages that they are already comfortable with,” said Girštautas. In another instance, Tesonet was able to automate legal documentation to convert contracts instantaneously, accelerating their cycle exponentially.
Again, it was important that these apps worked seamlessly and transparently across teams so that processes wouldn’t overlap or repeat inefficiently. "With Salesforce, we’re putting our marketing, sales, and customer success teams on the same page by automating and streamlining our processes as much as possible," said Girštautas.
Before building these custom apps on Salesforce, teams dedicated a significant portion of their time to manually creating documents, anything from predefined contracts to post-sales documentation. To save time and enable their teams to work on more strategic goals, Tesonet’s developers used custom components and Lightning Flow to streamline the document creation process.
Custom builds were also used to create a billing application within Salesforce. “The great thing is that our developers can reuse components based on coding languages that they are already comfortable with,” said Girštautas. In another instance, Tesonet was able to automate legal documentation to convert contracts instantaneously, accelerating their cycle exponentially.
Again, it was important that these apps worked seamlessly and transparently across teams so that processes wouldn’t overlap or repeat inefficiently. "With Salesforce, we’re putting our marketing, sales, and customer success teams on the same page by automating and streamlining our processes as much as possible," said Girštautas.
A return on investment
Throughout the implementation process, return on investment was placed front and center, and Tesonet had a clear idea of how implementing Salesforce would create efficiencies, freeing up their talent to work on bigger-picture projects in line with the company’s global ambitions.
According to the CRM team, having data centralised in one place saved a calculated eight hours of work per day, the equivalent of a staff member’s whole workload.
“Our role is to always work on data quality and make it a single source of truth,” said Girštautas, “and that’s where we connected the dots on our platforms to generate more revenue.”
“We’re excited to bring this system of optimisation that we’ve built with Salesforce to Vilnius. We’ll have teams bigger than ever, but ones that will continue providing the level of customer excellence that we’re known for.”
According to the CRM team, having data centralised in one place saved a calculated eight hours of work per day, the equivalent of a staff member’s whole workload.
“Our role is to always work on data quality and make it a single source of truth,” said Girštautas, “and that’s where we connected the dots on our platforms to generate more revenue.”
“We’re excited to bring this system of optimisation that we’ve built with Salesforce to Vilnius. We’ll have teams bigger than ever, but ones that will continue providing the level of customer excellence that we’re known for.”
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