The Challenge

A-LIGN's Salesforce instance served as a system of record, but it was inconsistently used — leaving teams more reactive than proactive. It was difficult to understand which accounts had a higher propensity to buy based on historical data, causing reps to focus time and activity on the wrong accounts.

There was minimal visibility into account health and progression. Without a clear structure on who owned specific tasks, the objectives that would result in strong partnerships, and the main priorities and quick wins, the team was missing opportunities for seamless transitions from sales to customer success.

Stakeholder engagement was another blind spot. Teams couldn't easily document which stakeholders had been engaged, how those interactions went, who could move the needle as a champion, and who still needed nurturing. Critical relationship intelligence was locked in Google Docs, slide decks, and spreadsheets — siloed from the CRM and disconnected from daily workflows.

The Business Case

The single most important driver for A-LIGN's decision was competitive revenue capture. Their goal was to increase their capture rate from 6% to 10% within strategic accounts — a shift that would translate to tens of millions of dollars in additional annual revenue. Getting closer to customers and driving more revenue from strategic accounts was the top priority.

Why Prolifiq

A-LIGN chose Prolifiq for its flexibility across business units with different sales processes, its superior user experience, and its ability to surface the most actionable information from their CRM. Being 100% native to Salesforce made it the simplest path to pulling important intelligence out of existing data and putting it in front of the right people.

Prolifiq's whitespace management capabilities were a game-changer — giving A-LIGN unprecedented visibility into cross-sell and upsell opportunities across their entire customer base, along with intelligence on next-best-actions and propensity to buy.

Results

The impact was immediate and dramatic. A-LIGN launched competitive take-away campaigns powered by Prolifiq's whitespace analysis — and the results spoke for themselves:

"The team is jazzed to say the least as it gives visibility into all cross-sell opportunities and an unprecedented level of intelligence into next best actions and propensity to buy." — Nick, A-LIGN Leadership

• $300K+ in new pipeline generated in just 6 business days from competitive win-back campaigns
• Launched the most successful customer campaigns in company history
• Complete visibility into cross-sell and upsell opportunities across the customer base
• Shifted from reactive account management to proactive growth strategy

"We are super excited about Prolifiq and the whitespace management process we rolled out as it gives us a much needed foundation around how we upsell and cross-sell our existing customers."

A-LIGN's experience shows the power of Prolifiq's whitespace analysis for companies looking to grow revenue from their existing customer base. By making cross-sell opportunities visible and actionable inside Salesforce, A-LIGN turned data that was always there into pipeline that had never been captured.