Unifying Disconnected Systems for an IT Managed Services Provider

The Challenge: The client's business growth and client base expansion introduced operational inefficiencies due to disconnected systems (ConnectWise Sell, Manage, HubSpot, Salesforce). This resulted in redundant data entry, missing data syncs, inconsistent sales process automation, and a lack of unified reporting across leads, accounts, and opportunity history.

The Solution by Applikon: Applikon deployed a comprehensive and modular solution that integrated business systems, automated processes, and enabled scalable visibility:

• Salesforce Sales Cloud Core Setup: Configured Lightning Sales App with branding, defined Role Hierarchy, Profiles, and Permission Sets, and customized page layouts.
• Salesforce + ConnectWise Integration: Implemented bi-directional sync of Contacts, Opportunities, Products, and Revenue Schedules, including batch classes for sync jobs.
• Marketing Automation: Migrated legacy data from HubSpot to Salesforce and set up Pardot Growth Quick Start for domain-authenticated emails, website tracking, and lead routing.
• Lead & Opportunity Process Automation: Built screen flows for business card scanning, lead qualification, and opportunity creation, enforcing validation rules tied to ConnectWise quoting.
• Outlook Integration: Implemented Salesforce for Outlook sync for auto-logging emails and calendar activities.
• Reporting & Visibility: Created custom reports and dashboards for BDM Activity, Opportunity Pipeline, and Engagement Logs, accessible via Lightning. 

The Impact:

• Real-time Sync: Bi-directional data sync between Salesforce, ConnectWise, and Pardot enabled seamless workflows.
• Sales Process Visibility: Sales managers gained a complete view of all activities, regardless of creator.
• Centralized CRM: Legacy HubSpot data, CW data, and new leads were unified in Salesforce.
• Marketing Automation: Pardot setup enabled personalized emails, campaign tracking, and improved engagement.
• Efficiency Boost: Automated validation rules and syncs eliminated manual re-entry and missed updates.
  
• Revenue Forecasting: Accurate MRR tracking and Closed Won sync from CW improved financial visibility.