Vertafore is a leader in creating and selling insurance software for carriers, agencies and managing general agents.
Their main objective was to manage/track frequency of touch with their customers. Vertafore's SVP Sales wanted a dashboard (for different sales teams) to show what percentage of accounts a rep had contacted in last quarter, 6 months, 9 months or never contacted.
Challenge: Vertafore explored the rollup feature in Salesforce.com but found that it had many limitations. They considered building triggers but didn't have the resources/budget for a developer or consulting firm. They wanted a solution that would go above and beyond solving the one specific business need with custom coding.
They also track marketing activities using Eloqua. They wanted to exclude those customer activities and only wanted to track sales rep generated tasks/events. Triggers cost additional money and are not flexible and Salesforce.com rollups were very limited in functionality.
Solution: They created two custom fields on the account page that stored the rolled up values of the latest task (ActivityDate) and event (EndDateTime) dates to account. Then they used a Rollup Helper filter to exclude Eloqua activities and added business logic. From there they created 2 account (hierarchical) reports to report on latest task and event dates. Finally, they created a dynamic dashboard to include these reports.
Results: This allowed sales leadership to build an account management strategy where they could 'farm' accounts that the reps have not actively sought out for a long time. After the initial roll-out of Rollup Helper, they engaged Passage Technology on additional subsidized product development to truly take their org to the next level. During this project, Vertafore was able to add the functionality to Rollup Helper to rollup text fields from a task to an opportunity (Salesforce.com rollup didn't allow that). They also worked with Passage Technology to build out other capabilities into their solution that would've required expensive & static triggers. Rollup Helper has allowed additional/flexible solutions to be built all with one powerful tool and it is very cost effective.