Sercante

BACKGROUND

Introduce your business and what you do there.

I’m the head of sales at Idle Smart, a company that sells technology to the trucking industry. 

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Sercante?

We have been using Salesforce CRM for the sales side of our business for about seven years, but at the end of 2021, we purchased a marketing automation program called Pardot. Pardot helps generate and manage leads as well as nurture campaigns, but we didn’t know how to use it correctly. We hired Sercante to teach us about the tool and help us integrate it with our Salesforce CRM.

SOLUTION

What was the scope of their involvement?

Sercante provided training and consultation around Pardot. We held one training session per week over the course of ten weeks. The team then integrated Pardot into our Salesforce CRM and then into our Google Ads and website. They also helped us customize a few forms, which was an additional purchase.

What is the team composition?

Apart from the one Pardot trainer, Sercante also provided a specialist who helped us with the integrations and form customization.

How did you come to work with Sercante?

We found them through Pardot. They were one of the recommended implementation specialists. 

How much have you invested with them?

It was $6,000.

What is the status of this engagement?

The whole training and implementation lasted from January–March 2022.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

Through the implementation, we were able to achieve certain milestones:

• Everything that’s in our Salesforce is now in Pardot as well.
• Pardot is now actively communicating with our website, which paved the way for us to create custom forms on our website with the help of Sercante.
• We were able to create a nurture campaign and segment all of our prospects that were in Pardot.

We’ve also seen an increase in our generated leads, though I’m not certain if we directly attribute that to the work that Sercante did. I will say, however, that their integration of Pardot into our Google Ads has automated the way inbound leads are rotated between reps. 

We’ve also been able to increase our digital ad spend without the fear of being overwhelmed by the number of inbound leads. Prior to this project, we spent $20–$30 a day. Now, we’re spending close to $250–$300 a day. 

How did Sercante perform from a project management standpoint?

Their project management is great. I was set up for an initial call within 48 hours, and Stephan (Marketing Automation Strategist) managed the project scoping really well. He was also super flexible; whenever I needed to postpone something, he jumped in as a Salesforce admin and made the necessary changes. Without his help, we wouldn’t have been able to accomplish this project. 

We collaborated through Google Docs and communicated via Zoom and email. 

What did you find most impressive about them?

Sercante really knows what they’re doing when it comes to Salesforce and Pardot. They have deep technical expertise. I’ve been on Salesforce for 12 years, and I didn’t know half of the things they knew.

Are there any areas they could improve?

No, I have no constructive feedback. They did really great. 

Do you have any advice for potential customers?

Have a clear plan going in, and know what you want to achieve in partnering with them. Establishing success metrics and a clearly defined outcome will also be ideal.