Enhancing Collaboration and Efficiency in Strategic Account Planning through Connected Apps

This case study outlines the collaboration between Contentful and DemandFarm to enhance strategic account planning through the integration of connected applications. The document details the objectives set by Contentful, which include standardizing account planning methodologies, improving customer and partner contact information, and fostering collaboration between sales and customer success teams. It describes the phased approach implemented by DemandFarm to ensure a smooth transition, which involved breaking down account planning into manageable phases and utilizing contextual insights from various applications. The study presents the benefits realized by Contentful, including a significant reduction in detractors, the identification of USD 5 million in whitespace opportunities, and improved opportunity conversion rates. Additionally, the document highlights the enhancements made in managing partner accounts and the integration of marketing automation and sales intelligence into Salesforce. Overall, the case study emphasizes the effectiveness of DemandFarm's solutions in driving collaborative growth and improving account planning processes.