The Challenge

Trinity Industries had a growing problem: inconsistent account planning across departments. Sales teams were storing critical account intelligence in Microsoft Word, Excel, and OneNote — none of which connected to their CRM or provided leadership with visibility into account health and strategy.

Each department had its own approach to account planning, making it impossible to standardize best practices or measure what was working. Data was siloed, plans were static, and valuable institutional knowledge walked out the door when reps changed roles or left the company.

Why Prolifiq

Trinity evaluated Prolifiq against the status quo of Microsoft tools and chose Prolifiq for its deep customization capabilities. Different teams within Trinity had fundamentally different sales processes and planning needs — Prolifiq was the only solution flexible enough to accommodate all of them within a single, unified platform.

Being 100% native to Salesforce was a critical differentiator. It meant the team could build account plans directly in the CRM they already used, with all data flowing naturally into reports, dashboards, and workflows. No more copy-pasting between tools.

The Solution

Prolifiq worked with Trinity to build custom account plan templates for each department, matching their specific processes and information needs. Relationship maps gave teams a visual way to understand and communicate stakeholder dynamics within their largest accounts.

Account plans became the central roadmap for the organization — a living, breathing document that teams updated in real time rather than a static file reviewed once a quarter. Leadership gained unprecedented visibility into account strategy and execution across the entire company.

Results

• 22% increase in pipeline for accounts with Prolifiq plans versus those without
• 17% increase in win rates
• 27% increase in Salesforce usage across the revenue organization
• Account plans became the central strategic roadmap for the organization
• Standardized account planning across multiple departments while preserving each team's unique processes

Trinity's success story demonstrates that even in traditional industrial sectors, modern account planning tools can drive measurable revenue impact. By bringing account intelligence into Salesforce with Prolifiq, Trinity transformed scattered knowledge into a scalable competitive advantage.