Case Studies

Mist Customer Story

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CUSTOMER STORY INDUSTRY Computer Networking HEADQUARTERS Cupertino, CA CHALLENGES Mist has a lean sales operations team with just two employees who support incoming data f rom two organizations since the company was recently acquired by Juniper Networks. The sales ops team wears multiple hats and their time is spread thin. Mist was constrained by the limited routing functionality of its Salesforce solution, and adding a high priority manual process into sales operations during a systems integration wasn't a viable option for the company. SOLUTIONS LeanData Routing increases efficiencies and accelerates response time by enabling custom routing rules and facilitating the speedy delivery of leads to the right reps at the right time. RESULTS Mist has eliminated manual routing and territory tagging, saving its sales ops team at least four hours per week. Routing inaccuracy has decreased by approximately 25% thanks to automated rules. Mist no longer needs a sprawling web of over 200 workflow rules that were used to assign territory tags. The company now has increased visibility into lead, account, and opportunity management through automated alerts sent to newly assigned owners. This drives attention and reduces time to action on new deals f rom Juniper. Mist Eliminates 200+ Workflow Rules and Decreases Time to Action with LeanData - Glenna Lewis, Sales Operations Manager Mist was acquired by Juniper Networks in 2019. The deal combined Mist's next-generation Wireless LAN platform with Juniper's best-in-class wired LAN, SD-WAN, and security solutions to deliver unsurpassed end-to-end user and IT experiences. Mist's sales operations team provides support to the company's sales organization, and works with other departments to ensure they have the data they need f rom Salesforce, which the organization relies on to run its business. Since the acquisition, Mist has been working on integrations between its own Salesforce and parent company Juniper's Salesforce. This bi- directional sync between the two systems prompted the need for a revenue operations solution that could increase accuracy and efficiency to drive business. Sprawling workflow rules and inefficient manual processes Mist's legacy Salesforce environment was complex, with a series of over 200 workflow rules for territory and region tagging. Any time a sales rep left the company, or the organization needed to add or change a territory, the sales operations team had to update the workflow rules one by one. This was time consuming for the company's small sales ops team of two, and Mist was hitting workflow rule limits within Salesforce. As part of the integration with Juniper, Mist needed to create opportunities in account records in both companies' systems. Mist's Salesforce was about to ingest a massive number of accounts and opportunities f rom Juniper, and the sales ops team couldn't manually assign all of these to reps. Mist needed a scalable solution to automate routing and accelerate the sales process. In addition, the integration with Juniper had a firm go-live date, and a solution needed to be put in place in order to meet that date. "I knew that we had to get a tool in place in order to go live," said Glenna Lewis, Sales Operations Manager at Mist. "If someone needs information out of our system, we have to make sure the right person has visibility and access right away. Knowing the importance of getting it right, there was no option to go manual." Part of what got me so excited about LeanData is that I don't have to manage over 200 workflow rules and deal with updates anymore, or hit limits on how many rules I can even have. I don't need to manually assign records now." - Glenna Lewis, Sales Operations Manager

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