The Challenge
West Monroe Partners had grown rapidly, but their account planning process hadn't kept pace. Critical account intelligence was scattered across PowerPoint decks, Excel spreadsheets, and SharePoint sites — creating inconsistency in how teams approached their most important accounts.
Leadership lacked visibility into account health and progression. Without a centralized system, it was difficult to understand which accounts had the highest propensity to grow, who the key stakeholders were, and what strategies were working. Sales-to-customer success handoffs suffered, and cross-sell opportunities were being missed.
Why Prolifiq
After evaluating multiple solutions, West Monroe chose Prolifiq for three key reasons: its superior understanding of enterprise account planning, its powerful relationship mapping capabilities, and its 100% native Salesforce architecture. Being native to Salesforce meant zero integration headaches and immediate adoption by a team already living in the CRM.
Prolifiq's customer success team worked closely with West Monroe to customize the platform for their specific account planning methodology, ensuring the tool matched how their teams actually work rather than forcing a rigid framework.
The Solution
Prolifiq deployed its full account planning suite including Relationship Maps, whitespace analysis, and structured account plans. The platform gave every team member a single source of truth for account intelligence, directly inside Salesforce.
Account plans became living documents rather than static slide decks. Relationship maps helped teams visualize and strategize on stakeholder engagement. And leadership gained real-time dashboards showing account health, pipeline progression, and team activity.
Results
- $123.6M in closed won revenue in the first 6 months
- 50% increase in pipeline for accounts with Prolifiq plans
- 30% increase in win rates
- 31% decrease in sales cycle length
- 27% increase in Salesforce usage across the revenue team
West Monroe Partners' experience demonstrates the power of bringing account planning into the CRM where teams already work. By replacing static documents with dynamic, native Salesforce account plans, they transformed how their revenue organization collaborates and wins.
