The Challenge

Like many fast-growing companies, Afresh had challenges between different teams when it came to visualizing and strategizing on their most important sales pursuits and customer accounts. Account planning data lived in slide decks, spreadsheets, and Google Docs, creating inconsistency in the level of detail at the account and relationship level.

The team wasn't aware of who posed risk to a deal (blockers) or who they should leverage to get deeper into the account (champions). Leadership expected increasingly detailed GTM strategy and execution plans, but Joao Almeida, Commercial Strategy and Operations Manager, knew the current approach would never meet those demands.

Perhaps most critically, sales-to-customer success handoffs were suffering. A lack of structured account information inside Salesforce meant CS and implementation teams were starting engagements without the context they needed — leading to higher churn than expected and misaligned expectations during onboarding.

Why Prolifiq

Prolifiq competed against Google Suite and the status quo. After extensive evaluation, the team recognized that static account plans would never drive ongoing usage — they needed a living tool embedded in their daily workflow. Prolifiq's 100% native Salesforce architecture was the clear winner.

"Prolifiq is the single-best way of mapping out your key accounts and decision-makers so that your GTM team is engaging the right people, with the right message on a consistent basis to drive efficiency and revenue." — Joao Almeida, Commercial Strategy and Operations Manager

Being native to Salesforce complemented Afresh's technology stack well. Relationship maps were automatically updated through external data sources and Salesforce's "reports to" field. Living on top of their Salesforce instance, the team found the tool more intuitive and actionable — they could create reports and dashboards on key sales pursuits and customer accounts without leaving the CRM.

The Impact

Joao was able to provide insights for the team regarding the number of stakeholders typically involved in deals they won, who those personas were, and how many "supporters" they should expect over the course of a sales cycle. There were commonalities with blockers as well, which led the marketing team to target specific personas with content designed to alleviate concerns and resistance over time.

The structured handoff process from sales to customer success dramatically improved, with CS teams inheriting full account context — stakeholder maps, engagement history, and strategic priorities — directly in Salesforce.

Results

• 34% decrease in sales cycles for net-new business
• 27% increase in pipeline generated for named accounts with plans and account maps versus those without
• 21% increase in win rates for named accounts with plans versus those without
• Dramatically improved sales-to-CS handoffs with full account context
• Marketing gained persona-level insights to create targeted content addressing common blockers