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Case Study

accesso is a ticketing solutions company specializing in the Entertainment, Tourism and Attractions industry. The firm's global reach and recent significant growth are driven by organic expansion and market leadership.


GO LIVE DATE: June 2019

HEADQUARTERS:   London, England

EMPLOYEES: 881

INDUSTRY:  Travel & Tourism

SOLUTIONS: Pardot, Salesforce Engage

Challenge

Solution

VALiNTRY implemented and configured Pardot as the marketing automation solution and accesso is self-managing post-delivery.

  • Nurture contacts and segmented leads with targeted and automated campaigns
  • Implement Account-Based Marketing (ABM) strategies to help marketing and sales partner to win new business
  • Provide sales targeted and marketing qualified leads (MQLs)
  • Understand and analyze each campaign's performance


  • Pardot implementation, configuration, and setup with Salesforce connector and Einstein Analytics
  • Salesforce Engage Setup, configuration, and license distribution for initial accesso sales users
  • Configuration of NeverBounce and Instapage form integration with Pardot
  • Five (5) one-hour training sessions via web conference

VALiNTRY helped accesso create success by providing:

This implementation allowed accesso to:

Results

  • Helped to get the company to realize that they sell solutions not products
  • Initiated lead attribution based on sourced keyword and cost
  • Monetized existing educational process based on insights provided by Pardot
  • Defined, mapped and implemented specific customer journeys by client type
  • Created progressive lead profiling, scoring, and grading to qualify users based on activity

Plus

An automated response process was created that eliminated human intervention via real time lead assignments by industry and territory

Sales cycle was shortened by 7 days

With VALiNTRY's assistance, accesso performed a complete overhaul of its sales organization and processes. With the successful integration and configuration of Pardot, Salesforce is now a system of impact vs system of record and accesso is solidly part of the Customer Ohana.  Other results include:

Valintry’s assessment was extremely enlightening. It validated areas we knew were in need of attention and exposed some that were totally off our radar. Their work has set the sales ops agenda for us this year, and are looking forward to addressing each challenge to help us run a more efficient and effective sales and marketing organization.

TJ Christensen

Executive Vice President, Sales and Marketing

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