INSIGHTS - CASE STUDY
Transforming Real Estate Investing with Salesforce Sales Cloud & Pardot
Customer Overview
The client is a leading international airline serving millions of passengers annually across multiple continents. Despite its strong brand presence, the airline faced growing challenges in scaling its digital platforms and modernizing its legacy IT systems to deliver seamless customer experiences.
To address these challenges, the client partnered with USMICRO to set up a Global Capability Center (GCC) in India, designed to become the airline’s central hub for digital innovation and technological excellence.
Business Challenges
As the business expanded, existing tools and workflows were unable to support the complexity and pace of operations. These challenges led to slower deal closures, higher lead acquisition costs, and limited sales visibility.
USMICRO Solution
USMICRO led a Salesforce-driven transformation, focusing on process standardization, real-time data integration, and marketing automation.
1. Salesforce Sales Cloud Implementation
- Deployed Sales Cloud to streamline sales operations and standardize customer journeys.
- Improved visibility across sales stages, enabling better forecasting and deal management.
2. CMS–CRM Synchronization
- Integrated Salesforce with the client’s proprietary CMS, ensuring real-time visibility into property data.
- Eliminated manual updates and improved data accuracy across teams.
3. Pardot Integration for Marketing Automation
- Implemented Pardot to automate newsletters, lead nurturing, and scoring.
- Unified lead data into a single source of truth, creating structured qualification pipelines and improving sales predictability.
Business Value
- Lower Lead Acquisition Costs – Pardot automation reduced marketing lead costs by 70%.
- Improved Operational Efficiency – Standardized processes accelerated deal closures and enhanced visibility.
- Unified Data View – Integration eliminated silos, giving teams a single source of truth.
- Smarter Marketing – Automated campaigns improved lead nurturing and targeting.
- Future-Ready CRM – Flexible Salesforce architecture supported ongoing business growth.
Conclusion
Through Salesforce Sales Cloud and Pardot implementation, USMICRO helped the client modernize their sales and marketing operations, creating a connected, automated, and scalable CRM ecosystem.
The transformation led to significant cost reductions, faster deal cycles, and better visibility across investment workflows, setting a strong foundation for continued expansion in the competitive real estate investment sector.
Salesforce Sales Cloud deployed for process standardization
CMS–CRM synchronization for real-time property data visibility
Pardot integration for marketing automation and lead nurturing
70% reduction in marketing lead acquisition costs
Unified data layer across sales and marketing systems
Configurable Salesforce setup for future scalability
- Sales Cloud for deal management and workflow standardization
- Pardot for marketing automation and lead qualification
- CMS–CRM integration for centralized data access
- Automated lead scoring and campaigns
- Role-based visibility for improved data security
- Flexible architecture aligned with business needs
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