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IMPLAN: 300% Efficiency Gain Through Salesforce Process Optimization

How strategic automation transformed operations: From 50% time waste on Salesforce issues and disorganized processes to 10% overhead and 3x faster information access


3
x

Information Access Speed

+
300
%

Customer Retention Rate

3
x

Operational Efficiency Improvement

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Industry

 

Economic Impact Analytics Software

Platform

 

Salesforce Sales Cloud, HubSpot

Challenge

 

Salesforce inefficiency consuming operational capacity

Investment

 

Process Automation & Business Optimization

THE CRISIS

Salesforce Complexity Draining Operational Capacity

The Business Challenges Creating Overhead:

Time Consumption Crisis

50% Weekly Overhead

Director of Infrastructure and Technology spent half his work week managing Salesforce issues and challenges—time that should have been invested in strategic initiatives and infrastructure development.

Data Accessibility Gap

Information Bottleneck

Sales teams spent 10 minutes preparing for customer calls due to difficulty accessing information. Data synchronization limitations prevented effective customer insights and decision-making

Integration Limitations

Disconnected Systems

Salesforce didn't provide out-of-box solutions for required integrations with other systems, particularly HubSpot, creating manual workarounds and data consistency issues.

Business Impact: For IMPLAN, the leading provider of economic impact data and analytical applications, operational inefficiency directly constrained growth capacity

Resources consumed managing platform complexity couldn't be invested in product development, customer success, or market expansion. The subscription-based SaaS model required streamlined operations that existing Salesforce implementation couldn't deliver

THE TRANSFORMATION

Strategic Process Automation Eliminating Operational Waste

TechNWeb implemented a phased approach addressing root causes of inefficiency through systematic stakeholder analysis, prioritized optimization, and targeted automation

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Comprehensive Salesforce Optimization and Automation

Our methodology prioritized understanding actual user needs before implementing solutions, ensuring changes delivered measurable operational value

  • Stakeholder-Driven Requirements Analysis

    Conducted comprehensive interviews with stakeholders, daily users, and power users to identify critical pain points and prioritize improvements by business impact

  • Phased Implementation Strategy

    Grouped changes into logical phases and milestones, delivering incremental value while maintaining operational continuity throughout transformation

  • Process Automation Development
    Built custom automations addressing data workflows, lead management, and account status tracking—eliminating manual processes consuming team capacity
  • HubSpot Integration Enhancement
    Analyzed data transfer methods and implemented integration improvements enabling seamless information flow between marketing and sales systems
Implementation Phases:

Phase 1: Strategic Assessment

Requirements Discovery

  • Conducted stakeholder interviews identifying critical inefficiencies across organization
  • Analyzed current data workflows and integration bottlenecks
  • Mapped existing Salesforce usage patterns and pain points
  • Developed prioritized roadmap grouping improvements into logical phases

Foundation Established:

Clear Direction

Strategic plan addressing actual business needs rather than implementing changes without assessment

Phase 2: Lead Management and Integration Optimization

Process Streamlining

  • Enhanced HubSpot integration improving data synchronization quality
  • Implemented vertical lead identification automation simplifying BDM and sales team workflows
  • Optimized lead routing and assignment processes
  • Improved data accuracy through comprehensive mapping and transformation

Operational Impact:

Simplified Workflows

Reduced manual intervention requirements for Business Development and Sales teams

 

Phase 3: Automation and Data Accessibility

Efficiency Transformation

  • Automated account and contact active status identification using subscription data
  • Built data workflow automations streamlining repetitive processes
  • Removed redundancies and optimized code reducing operational overhead
  • Enhanced information accessibility reducing call preparation time from 10 minutes to 2-3 minutes

Measurable Results:

300% Efficiency Gain

Dramatic operational improvement through systematic automation deployment

THE OUTCOME

Integration Became Competitive Advantage

3x
Information Access Speed
+300%
Customer Retention Rate
3x
Operational Efficiency Improvement

"[TechNWeb] has been extremely helpful in giving us the answers and being very responsive on Slack. They helped us grow and understand the platform to better support our users."

Doug Kolpein headshot
Doug Kolpien
Director of Infrastructure and Technology, IMPLAN

KEY TAKEAWAYS

What This Means for Your Business

Platform Complexity Without Strategy Destroys Capacity

IMPLAN discovered that implementing Salesforce changes without proper assessment created compounding inefficiency. Strategic planning before implementation prevented wasted effort.

 

Your takeaway:

Assess whether platform changes address actual business needs or create complexity.

Automation ROI Compounds Over Time

Reducing Salesforce overhead from 50% to 10% freed leadership capacity for strategic work. The efficiency gain continues dropping as more processes automate.

 

Your takeaway:

Calculate leadership time consumed by platform management that could be automated.

Information Accessibility Directly Impacts Performance

Reducing call preparation from 10 minutes to 2-3 minutes meant sales teams could handle more customer interactions while being better prepared for each conversation.

 

Your takeaway:

Measure time teams spend searching for information before customer interactions.

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