iWeb has been providing reliable and scalable Internet hosting infrastructure solutions with its dedicated servers, managed hosting and colocation services for more than 16 years. iWeb serve more than 25 000 happy clients in over 150 countries. The team is running 24/7 in 3 languages, English, French and Spanish.

The Plot

Newly appointed iWeb Chief Marketing and Sales Officer inherited an in-house system critical for tracking sales and issuing invoices. He had no visibility into the sales pipeline and he wasn’t able to properly measure the ROI of eMarketing campaigns in order to adjust the marketing budget accordingly. The company had just acquired some Salesforce licences, however the adoption by the sales team was slow as no integration were done between Salesforce.com and the legacy system.

The Happy Ending

Perkuto started the process by performing an in depth analysis of the sales and marketing operations. After evaluating several options, Perkuto implemented an effective lead management process and client order process within Salesforce that was in synch with the in-house legacy system. A closed-loop marketing tracking solution was designed and implemented by Perkuto enabling revenue attribution for each touch point (campaign) with the client before orders were placed. This allowed offline sales to connect to Adwords campaigns via chat, and send purchase amounts to automatically update Adwords bids.

The Moral of the Story

What’s measured improves, including sales, costs and ROI.