Increased Revenue, Lower SG&A, And Better Business Decisions ... Now Standard
Critical Mention, an Onclusive company
What They Earned
When you're a PE-backed tech company, growth is mandatory.
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For Critical Mention, an Onclusive company, that pressure is met confidently because they have a trustworthy database, accurate reporting, automated renewal lifts, and peace of mind.
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All from getting their data and technology aligned.
There’s peace of mind knowing if or when something breaks, DoubleTrack is there and responsive. There's a million things on my mind, but our Salesforce instance is not one of them.
-Zack Jenkins, General Manager, North America
How Did They Gain It?
Critical Mention has sustained rapid growth as a leader in the earned media monitoring space, and is trusted by major brands from McDonald’s to Porter Novelli with high marks on G2. They were acquired by Onclusive in May 2022, leading to additional investment and growth goals.
Their sales and account management teams lean on Salesforce Revenue Cloud for new bookings, product upsells, and contract renewals. Their lead-to-cash motion is strong, but offered more to grow.
After an initial CPQ enhancement, focus shifted to continuous improvement - starting with automations and flows so teams reduce admin work and free up more time for customers and prospects. By reducing what could take days into minutes, they’ve allowed for faster time-to-close for increased sales velocity.
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Automating renewals was another opportunity. By not just reducing steps needed for a customer to renw, but baking it pricing logic to include contractual uplifts, it became easy for everyone to get what they needed.
Then, the focus turned to the data architecture. By working through their database, Critical Mention’s teams saved thousands on data storage costs which also built the foundation for reputable reporting, simplifying key decisions. A custom task archiving system contributed further to the cost savings.
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Continued enhancements include:
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An organizational merge of Salesforce instances
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Pardot migration
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Auto-renewal flows integrating with DocuSign
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Enhanced approval processes
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Integrations with other sales enablement tools
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Ongoing managed services
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Our numbers always line up so I know my numbers are right, and that lets me operate confidently. It's really nice Salesforce is never a problem.
-Zack Jenkins
The Key: Starting With The Foundation
Zack and the entire Critical Mention team knew where to begin and stuck to their plan of starting with their biggest needs - quoting enhancements and the underlying data.
This fed into all other projects and enhancements, including combining another company’s Salesforce instance with theirs. All because they started with the right mindset of continuous improvement and had a roadmap on how to keep making progress that created better business processes..
And the future is setup well to explore Revenue Cloud Advanced, additional AI, or other relevant offerings as they need them. Our technology consulting stands ready to assist.
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If you want results like these, explore our data & AI and lead-to-cash services.
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5%
renewing revenue increase
5+
years working with DoubleTrack
15%
reduction in SG&A costs
