Intermountain (Infrastructure Group)

Intermountain Infrastructure Group leverages CRM to advance growth strategy

Brad Edgerly

Founder and Lead Architect, Creative Sparq

Always seeking to understand and improve, Brad is a systems workflow architect that likes to get his hands dirty. Want to know more?

Author’s note:

“This story is about scale. High-growth business. Driving sales and marketing activity. In a complex and discerning industry. Where doing it wrong is Systems Muck, that’ll hold back how far you can go. How high you can get. How much cake you can bake.”

“We’ve worked with Rob in the past, at a scaling telecommunications company and here we tailor-fit him into a CRM to last 5-10 years. This story is about getting it right, right away.”

— Brad Edgerly, The Architect 

Ready to level up

In one year, Intermountain more than doubled and were ready to invest in customer relationship automation after running out of runway with a popular software-as-a-service task management tool.

Originally implementing a simple, inexpensive option, their existing CRM could handle basic project management but lacked robust customer management, automation, and scalability needed for long-term growth.

As a result, customer quotes were not consistent and approvals were manually routed.

For leadership, the challenge extended from generating manual reports and associated data accuracy challenges, in a period of growth where doing the right things, accurately and consistently, is what maximizes margin.

Investing in better systems

To meet their growing demands, Intermountain selected Salesforce as their new CRM platform, seeking the expertise of Creative Sparq for implementation.

“We needed to organize our data and generate scale while delivering a consistent experience to prospects and customer”, said Rob Myatt, EVP, Sales and Marketing at Intermountain.

“Having worked with Creative Sparq before, I trusted that they could make Salesforce work for us to quickly resolve our immediate challenges and set us up for success as we grew.” 

The implementation of Salesforce transformed Intermountain’s customer response time, internal approval and reporting processes, and overall end-customer experiences.

Scaling with style

“We immediately started enjoying the benefits of our new custom Salesforce CRM. Quotes are now generated automatically and customized as needed.”

“Internal approvals are also managed through the CRM – allowing us to track where each opportunity is in the approval process. This saves our team from back-and-forth email, allowing us to focus our attention on revenue-generating work.”

Quickly following the launch of their improved CRM, the sales cycle is now 25% faster and sales teams are confidently delivering accurate quotes to their prospects, which translates into a positive relationship with each new customer.

Leadership can now make confident decisions based on accurate, real-time data generated through Salesforce, and the time required to build monthly sales reporting has been cut from days to hours.

On time, on budget, with confidence

“Creative Sparq launched our new CRM on budget in just six weeks. They quickly understood what our unique business needs were, they developed a workflow that suited us, and they brought it to life leveraging telecommunications best practices within the leading CRM. If you’re wanting to scale your digital CRM back-office, call these guys.” said Myatt.