CASE STUDY
LeanScale partners with a rapidly expanding floral technology company to integrate recent acquisitions into a single CRM instance and bolster revenue operation.
Dave-S
"We have partnered with LeanScale on multiple vertical SaaS investments, including M&A by portfolio companies. They have done an excellent job accelerating integration and maximizing the synergies between our acquisitions."
Dave Sack
Operating Partner at Radian Capital

Overview

Komet is a prominent software player in the floral industry, having expanded its operations through the acquisition of two companies and a merger over the past two years. Each acquired company operated with its own CRM system, creating silos of data and inefficiencies. As part of its strategic initiative to streamline operations and enhance data integration, Komet decided to consolidate all three CRM systems into a single Salesforce instance.

About Komet

Founded
2004
Headcount
51-200
Growth Motion
Sales Led + Marketplace

The Problem

CRM Needed For Newly Acquired Companies

With the recent acquisition of two companies, there was an urgent need for a robust Salesforce instance to integrate and streamline operations. The new CRM unified customer data, standardized processes, and enhanced support across all entities, ensuring a seamless transition for the new team members joining Komet’s existing CRM.

Custom CRM Account Hierarchies & Entity Types

To effectively manage the complex relationships and various entity types within the floral industry, a custom organization for account hierarchies in SFDC was needed. The tailored solution needed to create precise tracking of interconnections between different entities, such as suppliers, distributors, farms, and more. This would allow the team to track up to four levels down in entity hierarchies and provide much better visibility into their customer associations.

Comprehensive Revenue Tracking For Sales Led Motion

To optimize revenue tracking within Komet’s subscription model, a comprehensive CPQ to revenue tracking in CRM to financial billing system handshake was vital. We needed to break apart existing processes and create the most seamless experience for reps to have high satisfaction in the quoting process, getting the revenue reporting required for a high growth start up directly in the CRM, and ensure the financial system received everything it needed to facilitate invoicing.

Our Solution

We INTEGRATED DATA FROM MULTIPLE COMPANIES

LeanScale mapped and migrated data into Salesforce from disparate systems with recently acquired FCS & UNOSOF companies.

We Set up unified sales tracking
We implemented LeanScale best practices for GTM Lifecycles to enable unified tracking for all groups & products underneath one Komet umbrella.
We Enhanced Booking Revenue Reporting

LeanScale helped increased sales effectiveness with Salesforce CPQ to better report on revenue bookings.

Key Outcomes

What we have accomplished during our engagement.

Full GTM Systems Consolidation

Quote to Cash Process Improvement

Implementation of Multi-Currency in CRM

GTM Team Enabled in 50 Days from Engagement Kickoff

Parent/Child Account Hierarchies

Customer Health Visibility through CSAT Surveys

Lead Source Taxonomy

Full Funnel Analytics

Partner with a LeanScale Operating Team

➤  Flexible 3 Month Engagements
➤  Best Practices at Each Stage of Growth
➤  Consulting + Technical Startup Talent

Layer in Strategic Projects

➤ Growth Modeling
➤ TAM ICP Analysis
➤ Sales Territory Redesign
➤ And So Much More