sales_ops · saas · workflow
Navisite cleans post-merger CRM chaos with Demandbase, cutting account records 85% and driving 80% daily rep adoption
After merging four companies, Navisite's CRM contained six duplicate account records per account along with excess duplicate contacts and leads, and an inconsistent patchwork of data maintenance processes. Reps wasted hours doing research and still often missed the mark on targeting.
How it works
Common implementation structure
How this type of workflow is generally built, generalized across documented cases — not tied to any one vendor's stack. Click any stage to read what happens there. Specific products that implement these stages appear in “Tools commonly seen” below.
Stage 1 · CRM deduplication
Data Integrity was used to remove all duplicate records from the bloated database.
Tools used
Demandbase Sales IntelligenceData Integrity
Outcome
Navisite reduced account records by 85%, contacts by 66%, and leads by 50%, with 80% of reps using Demandbase Sales Intelligence daily and $50K avoided on consultant spend. Reps now trust the data and use it every day.
Results
Volume85%
Cost replaced$50K
Source
https://www.demandbase.com/resources/case-study/navisite-feeds-funnel-data-sales-intelligence/
Grounding & classification
Source type: vendor customer story
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data extractionpredictive analyticsfailure mode describedmetric backednamed customerproduction runtime claimedtools describedworkflow describedsoftwareaccuracy improvementcost reductionemployee productivityerror reductionvendor customer storydata entry opslead processingsales opsdata sync enrichmentextract classify route