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Amatas Gains Competitive Advantagewith a Custom Salesforce Implementationthat Streamlines Processes throughoutthe Entire Sales LifecycleCASE STUDYCOMPANY -AmatasCUSTOMER SINCE -2020THE GOALS - Increase the efficiency of the Sales team bystreamlining pre-sales, sales and post-sales processes Improve lead management and marketing outreachwith rapid access to accurate data and communicationtools Eliminate manual processes to improve Sales staffCopyright 2020 Resolute Software.performance and decrease overhead“By automating the sales process end-to-end, Resolute hasenabled our team to be much more productive, and identifyand reach out to leads proactively. We can jump on newsales opportunities before our competitors do, and continueto communicate with leads in a systematic, consistent waythroughout the sales cycle. This provides tremendouscompetitive advantage.”-- Boris Goncharov, CEO, Amatas.resolutesoftware.com 1
BACKGROUND -Enterprise security top of mind as remote andmobile work becomes more common.Cybersecurity has always been a key IT initiative, but today,amidst increasing fraud and the trend toward remote working, it’snever been more critical. With a highly mobile and distributedworkforce accessing corporate networks via myriad endpointdevices, businesses are vulnerable to security threats and arelooking for ways to protect themselves. It’s no wonder that 70% ofCIOs and IT heads worldwide have made cybersecurity a toppriority for the remainder of 2020.Bulgaria-based Amatas, a global managed cybersecurity company,is addressing this need by delivering complete cybersecuritysolutions to midsized companies and large enterprises in FinTech,Manufacturing and other industries. The company’s servicesinclude Managed Cyber Assessment, Virtual CISO, ManagedDetection and Response, Managed IT Operation. “Cybersecuritycan include a lot of activities, so we try to address the completepicture by taking a holistic approach,” said Boris Goncharov, CEOat Amatas.In early 2020, Amatas reached out to Resolute Software for helpCopyright 2020 Resolute Software.with implementing a complete, customized solution that wouldenable its Sales team to more effectively manage and nurtureleads, convert prospects into customers, and manage proposalsand contracts. The project consisted of a custom Salesforceimplementation and integrating several mission-criticalapplications, including Outreach, ZoomInfo, Docusign andDocusign Negotiate.resolutesoftware.com 2
THE CHALLENGE -Manual Processes and DisconnectedSystems Were Impacting Performance“It’s critical to be able to identify potential customers and engagewith them consistently, but our Sales staff didn’t have access tothe right tools to make that happen,” said Goncharov, who addedthat a comprehensive solution for Sales would also enable betterforecasting and help lower operational overhead.“We had a negative experience with some other consultingcompanies before looking for a new partner,” he said. “Ourexisting Salesforce implementation was functional, but it wasn’tsolving our problems. We needed to be sure that the partner webrought in to help us had the right knowledge and skill set, andunderstood our unique needs.”Goncharov evaluated numerous software engineering andconsulting firms, but Resolute stood out in terms of itsphilosophy, principals and strategy. Discussions with ResoluteCopyright 2020 Resolute Software.were straightforward and productive.“It was like magic. We immediately understood each otherwell, and only a few brief discussions were necessary tocommunicate what we needed. If you work with someonewho understands your business objectives, it eliminatesmuch of the back and forth, and Resolute brought that levelof understanding on the table.”-- Boris Goncharov, CEO, Amatas.resolutesoftware.com 3
SOLUTION -Streamlined Processes, from Prospectingto Closing the DealAfter developing an actionable project plan, the Resolute team setto work on the Salesforce implementation. Once they implementedthe core functionality, they moved on to integrations to enable moreefficient pre-sales processes. These included Zoominfo, a go-tomarket intelligence solution, and Outreach, a sales engagementplatform. Having these systems work in sync with Salesforceensures that Amatas’s Sales reps are armed with up-to-date,Copyright 2020 Resolute Software.accurate data and can engage with prospects and customers inmeaningful, relevant ways as part of their daily workflow.“By integrating lead management solutions with Salesforce,our reps have everything they need to track and nurtureleads at their fingertips.”-- Boris Goncharov, CEO, Amatas.resolutesoftware.com 4
“Once a lead is in the system, Zoominfo supplements theexisting data so we know more about the company and ourcontacts there, and all the data associated with that lead can beleveraged to create targeted, impactful emails and campaigns.It’s all integrated, which improves productivity while enablingus to engage with prospects and customers much moreeffectively,” Goncharov said.After the integrations to support the pre-sales process werecomplete, Resolute integrated Docusign and Docusign Negotiate,fully digitizing the process of creating and sending out proposalsand negotiating contracts. These are now generated automaticallyfrom Salesforce, leveraging all of the up-to-date data stored there,and enabling Amatas to easily track amendments and changes tothe contracts, and obtain signatures from customers, all in a centrallocation.“Resolute provided a seamless integration of all of thesystems we needed to create an end-to-end solution for ourSales team.”Copyright 2020 Resolute Software.-- Boris Goncharov, CEO, Amatas.resolutesoftware.com 5
CUSTOM BONUS SECTION -Automated Multi-Currency Exchange and BonusSystem Improves Reporting and ForecastingIn addition to the Salesforce implementation and system integrations, theResolute team implemented an advanced multi-currency management solution.The solution integrates with a third-part app that pulls accurate, upto-date exchange rates from the European Central Bank eachCopyright 2020 Resolute Software.morning. Using that data, the solution automatically recalculatesreported deals into a single currency, and displays the correctamount on the Opportunity Page.This simplifies revenue reporting and forecasting, by enabling theexecutive board to review pipeline, closed business and forecastedrevenue in a single currency.resolutesoftware.com 6
As part of the multi-currency solution, bonuses can be calculated inmultiple currencies, depending on the location of the Sales rep.This enables management to rapidly compute and award bonusesto Sales staff in various geographies, rather than manuallycalculating and tracking bonus amounts using Excel spreadsheets.This functionality is especially important as Amatas continues toexpand its business globally.“The new bonus system quickly converts bonuses into theappropriate currency, eliminating the need to manually andpainstakingly calculate each individual bonus,” said Goncharov.“Now we just pull a single report from Salesforce, and all thecorrect information is there.”Throughout the project, Resolute held regular meetings to briefAmatas stakeholders on what was accomplished and how to usethe new functionality.“Demonstrating how the solution worked was much moreeffective than just providing a report about deliverables.”Copyright 2020 Resolute Software.-- Boris Goncharov, CEO, Amatas.resolutesoftware.com 6
RESULTS -Streamlined Sales ProcessProvides Competitive AdvantageAccording to Goncharov, ResoluteAdditionally, by implementing all ofhas provided tremendous value tothe critical sales solutions intoAmatas by simplifying andSalesforce, data about customersstreamlining the entire sales processand prospects is centralized andfrom pre-sales through post-sales,always up-to-date, which helps theeliminating hours of manual workSales team be more effective andand freeing up the Sales team toimpactful with theirfocus on revenue-generatingcommunications.Copyright 2020 Resolute Software.activities rather than administrativetasks. For example, prior to“When our Sales team wasResolute’s integration work,struggling with basic processes,preparing a quote or a proposalwe were wasting money andwould take up to two hours. Now, itresources,” said Goncharov. “Bytakes just a few minutes using aautomating the sales process end-document management andto-end, Resolute has enabled ouresignature tool integrated nativelyteam to be much more productive,with Salesforce.and identify and reach out to leadsproactively.resolutesoftware.com 7
We can jump on new sales opportunities before ourcompetitors do, and continue to communicate with leads in asystematic, consistent way throughout the sales cycle. Thisprovides tremendous competitive advantage.”Goncharov said Amatas will continue to leverage Resolute’sexpertise to streamline processes related not only to Sales butto Customer Support and Operations, as well. “We havediscussed implementing a Customer Portal, as well asintegrating our project management system withSalesforce,” he said.“We have big goals for continuing to improve efficiency andstreamline operations, and will definitely continue workingwith Resolute to achieve them.”-- Boris Goncharov, CEO, Amatas.Copyright 2020 Resolute Software.We create an open, long-lastingrelationship with our customers.Let’s do great work together!Get in TouchWe at Resolute Software offer comprehensive software engineering and consulting services by focusing onagile, continuous and predictable delivery of solutions that help you expand your digital footprint. We embracea challenge and are always ready to go the extra mile to empower organizations to build brilliant digitalexperiences. Our distinctive approach to software development, passion for building sustainable, future-readysolutions, and commitment to understanding clients’ requirements and the ecosystem they operate in, makeus your perfect technology partner.FOLLOW USresolutesoftware.com 8
to work on the Salesforce implementation. Once they implemented the core functionality, they moved on to integrations to enable more efficient pre-sales processes. These included Zoominfo, a go-to-market intelligence solution, and Outreach, a sales engagement platform. Having th
