SmallGiants

Please describe your company and your position there.

Crypto compliance AML Head of Generation

For what projects/services did your company hire Small Giants?

• SF complete mess of records, users, broken/out of date fields, permission levels, duplications, inconsistent nomenclature
• HS not set-up or integrated properly, over-engineered, sending incorrect & broken data to SF
• Wrong data throughout the sales & marketing tech stack: KPIs, Leads, Lead/Opp/Deal sources, customers records, duplications
• No internal resources available to analyse, resolve or manage
• Leads not consistently getting assigned to the Sales team
• No visibility of success of marketing campaigns or activities
• Insightful information/KPIs not being captured
• Sales Leader has no visibility of performance or state of play

How did you select this vendor and what were the deciding factors?

Recommendation from colleagues who used SmallGiants previously at a different employer.

Describe the project in detail and walk through the stages of the project.

• Full detailed audit of both platform
• Implementation plan, clear deliverables, prioritised by urgency & level of difficulty
• Twice/week status meetings
• Asana board, project manager
• Phased SoW
• Wider tech stack review & recommendations

How many resources from the vendor's team worked with you, and what were their positions?

CEO Head of CRM (SalesForce) Head of Marketing Automation (HubSpot) CRM and Sales Automation Lead Project manager

Can you share any outcomes from the project that demonstrate progress or success?

• All problems understood, triaged and planned for
• HS data cleaned-up, incorrect automation rules removed, integration with SF fixed
• SF =master source of information
• Leads getting to correct sales reps
• New automated HS scoring and grading model for leads to MQLs
• Clean underlying data for Leads, Contacts and Key accounts
• SDRs able to do segment, sort & manage outbound campaigns  
• Zoominfo & MixMax integration working - Old data archived, user permissions fixed
• Fixes planned and part-built for creating single source of truth for Bookings and ARR, automation of contract generation
• Historical tracking for Leads and lead statuses
• Dashboards & reports for Sales Manager & wider organisation
• 'Event Campaigns’ functionality set-up in SF to measure marketing ROI
• Website data capture forms & fields fixed, GDPR compliant and sending clean and relevant data across ecosystem

How effective was the workflow between your team and theirs?

Very good, pro-active, professional, detailed, thorough.

What did you find most impressive or unique about this company?

Agile, responsive, experts, work well internally, understand clients needs and priorities.

Are there any areas for improvement or something they could have done differently?

Implementation of pricing book in SalesForce was behind schedule.