Posted by: Ryan Groves
Category: Case Studies, Financial Services, Sales Cloud

Project Details

  • Region: UK
  • Industry: Financial Services
  • Sub Sector: Banking  
  • Size of company: 200 Employees

About the customer

Pivotal is the market leading provider of cash and transaction management services across the UK and Ireland. Pivotal services include cash in transit, coin services, atm replenishment and engineering, foreign currency services and merchant services. Pivotal currently service over 3000 UK and Ireland customers helping them to save money, eliminate risk and increase the bottom line in their businesses.

Business Requirement and Customer Challenges

Pivotal needed a way to monitor and manage their sales pipeline and inbound leads which would help the sales team with efficiency and also provide management with a clear overview of business performance. Pivotal also required a way to track the revenue of each of their accounts and also have their sales form built within Salesforce so sales users could easily input data when out with clients.

Business Requirements included: 

  • Create two sales processes in order to help the team track and progress sales with ease 
  • Configure validation and automation in order to increase accuracy and efficiency
  • Set up sales reports to track ongoing sales and accounts 
  • Build a way to track revenue at an account level to allow for forecasting and actual comparisons
  • Have their current excel form transformed into a form within Salesforce to easily capture data

Products implemented

Ignyto implemented the following Salesforce Solutions for Pivotal:

  • Salesforce Sales Cloud
  • 123 Form Builder


  • Lead capture through multiple inbound sources
  • Sales processes with validation to enforce best practices and monitor ongoing pipeline
  • Ability to track forecasted revenue and import actuals against them for comparison reporting
  • Forecasting and reporting to provide an accurate overview of business performance
  • Form built within Salesforce for sales users to access whilst on the road

Length of Project

14.5 days

Quote from the customer

“Ignyto have been the perfect partner to work with to build our CRM system from the start up. They really understood our needs and worked with us to perfect the system. Our assigned account manager, Katie, couldn’t do enough to support us and was always on hand quickly for some of our out of the box questions and requests.

We couldn’t recommend Ignyto enough and will use in the future as we grow the CRM functionality.”

Contact us today to discuss how one of our Ignyto specialists can help your business implement Salesforce