How CentralSquare Technologies™ uses Labra OppSync to automate co-sell with AWS
CentralSquare provides technology solutions that help more than 8,000 public sector agencies deliver vital safety and administrative services to 3 out of every 4 residents of the U.S. and Canada. CentralSquare’s mission is to innovate for the public sector to create the broadest and most agile software platform to help solve some of the most pressing issues facing local governments today.
CentralSquare Technologies creates mission-critical software for the public sector. They reduce time spent on workflows, gain actionable insights, and effectively collaborate with agencies and citizens.
This means, like all AWS partners, CentralSquare needs to find an efficient way to co-sell with AWS. But they have to manage opportunities in their own CRM and in the AWS ACE CRM.
Like all partners who manually maintain their own CRM and ACE, the double-entry of opportunities takes up a lot of staff time.
"We had to double-enter CRM updates on our Salesforce and then on AWS’s ACE CRM. We carefully tracked each opportunity with our AWS peers on the phone and email. We felt our CRM didn’t really reflect what AWS saw, and the same from the AWS side! This fragile connection isn’t what we need to build a solid business with AWS on.”
CentralSquare asked AWS for ideas on how to streamline the updates between their CRM with ACE’s CRM. Their AWS partner manager had success with Labra with another account solving the time-consuming double entry of data for opportunity sharing with ACE, so recommended it to CST as the best solution that they have seen.
CentralSquare didn’t just want to automate their manual processes: they wanted a more streamlined and robust way to synchronize their CRM and build a bigger business with AWS..
Once the mapping of CentralSquare’s CRM to AWS was complete, then “the taps were turned on” and data was synchronized.
How long did it take CentralSquare’s team to get used to the new way of working in Salesforce? The process went beyond the normal technical integration, with Labra helping them customize workflows and build new best practices.
The Labra OppSync dashboards inside their CRM helped CentralSquare to gain efficiencies and improved business processes and the working relationship with AWS. By reducing manual updates, we have ensured data integrity – on both sides.
A stronger, growing AWS partnership and hours saved every week.
Since implementing Labra OppSync, CentralSquare has seen a range of improvements related to their strategic AWS partnership.
The sales team, released from their manual tracking, now have hours each week returned to them so they can focus on sales and spend more time with customers. Since handling AWS co-sell deals is easier, the sales team is encouraged to collaborate and share deals more often with AWS, further building the strategic relationship.
Finally, CentralSquare highly commended the Labra Customer Success Manager for delivering a custom experience tailored to their needs.
Do you want to move up the AWS partnership tiers and make co-selling with AWS easier for your team?
"Labra played an integral role in bringing together two sales databases to create efficiencies and reduce double entry. Our strategic AWS alliance is going from strength-to-strength now that we have a robust, automated co-sell pipeline powered by Labra."