At a glance
- Industry
- Aerospace & Manufacturing
- Platforms
- Salesforce Sales Cloud, Salesforce Marketing Cloud
- Service
- Implementation
- Results
- 14 trade shows automated
The challenge
The team had just moved to Salesforce with half its records duplicated, captured 14 trade shows’ worth of leads by hand, and had no automation to engage prospects ahead of maintenance cycles.
What we did
- Core CRM with clean data architecture and campaign tracking for jobs ranging up to $600K-$800K overhauls
- Account Engagement with sending and tracker domains and automated prospect sync with duplicate detection
- QR-code landing pages and forms for instant trade-show capture and routing
- Engagement Studio nurtures timed to maintenance cycles, with parent/child campaign ROI tracking
The results
Manual data entry and duplicates were eliminated, trade-show capture went digital, and the platform was built to engage prospects up to nine months before a maintenance event and scale with the growing team.
I will definitely be reaching out to get training for my new marketing manager on how to use this.
Client, Aerospace & Manufacturing
Does this sound like your team?
- A large share of records in your new Salesforce org are duplicates, and reps no longer trust what they find.
- Leads from each trade show are keyed in by hand from paper or business cards, often days after the event.
- Customers need maintenance on a predictable cycle, yet nobody reaches out until they call asking for a quote.
Where we would start
Start by cleaning the data model, since nurture and attribution fail on duplicate records. Configure Account Engagement with its own sending and tracker domains and duplicate detection on prospect sync. For events, QR-code landing pages capture leads straight into Salesforce and route them immediately. Engagement Studio programs can then be timed to each customer’s maintenance cycle, with parent and child campaigns tracking return by show.