Grant Thornton has selected the B2B revenue acceleration and relationship intelligence platform Introhive to support its firm’s relationships, improve productivity, and accelerate its revenue in Australia.
Expected to be completed in early 2022, the move to roll the Introhive platform out to more than 200 users comes following a 50-user pilot which delivered exceptional results for the firm.
The main challenge for Grant Thornton was to get the greatest ROI from their Salesforce investment through minimized administrative burden and better data quality, and the benefits were realized immediately across those users.
“Almost instantly, we cut administration time, expanded our subscriber base and uncovered unknown relationships. This led to more conversations, and more informed conversations, with clients, prospects and intermediaries,” said James Fielding, head of sales enablement at Grant Thornton Australia.
“The uncovering of unknown relationships resulted in greater collaboration and the avoidance of embarrassing disjointed engagement,” said Fielding. “By the end of our pilot, we saw real-world success and a healthy return on investment, meaning we could confidently make a greater investment.”
Introhive is a revenue acceleration platform, leveraging artificial intelligence (AI) to support sales and business development teams through automation, improved data quality, and AI-powered insights to grow revenue and protect relationships.
Since implementing the platform, Grant Thornton has taken advantage of pre-meeting research, newly surfaced relationships, and enjoyed dozens of hours of saved time through automation.
The firm also realised fast adoption, thus increasing its ROI as no time was lost between implementing the platform and getting users active and engaged.
“Adoption was not a challenge as functionality is either automated or takes place in Outlook, where our Partners are working,” said Fielding.
“Prior to using Introhive, some of our processes were convoluted,” he added. “This experience has reminded us that simple is best. If you can automate, automate, and don’t be afraid to try something new.”