Flatiron Resources: The 'Force' Behind Specific Sales Strategies

Scot M. Begovich, Partner

Beyond standard Salesforce implementations, today, organizations are keen to incorporate external consumer intelligence for more effective sales and marketing solutions to ensure accurate and detailed information for leads and opportunities. However, from customer segmentation to crafting marketing programs to reach specific consumer targets—the real opportunities lie in making use of the data to gain business advantages. This is where Chicago, IL-based Flatiron Resources is a phase changer—catering an array of data-related services to its clients with Salesforce implementations. “Beyond standard Salesforce implementations, Flatiron is uniquely capable of incorporating external consumer intelligence to help clients be more productive with their Sales and Marketing efforts,” says Scot M. Begovich, Partner, Flatiron Resources.

Elaborating on the firm’s sales and marketing strategies, Begovich points out external consumer intelligence as an essential aspect of Flatiron’s process, which can validate records as they come into the client. Additionally, the customer can also append key information about the consumer or business that helps to validate hot leads that will lead to more sales. A client can automate responses for low-scoring leads and can assign higher-scoring leads to a sales representative.

In addition, Flatiron offers advanced consumer targeting based on demographic, financial, behavioral, and lifestyle data elements—to reach the right consumers at the right time.

“We are experts in customer segmentation, crafting marketing programs, and reaching specific consumer targets with messages which resonate more in terms of marketing,” says Begovich. The firm assists their clients to be more effective with their sales and marketing by enabling them to integrate consumer data into Salesforce at the design phase, rather than as an afterthought. “With Salesforce’s SaaS approach, it is less about the hardware and more about the organizational changes and intelligence to reach that ‘thriving’ state,” says Begovich. Flatiron is a licensed reseller of consumer intelligence for leading firms such as Experian, Acxiom, and Polk. Furthermore, the firm equally adapts to help small businesses, start-ups with their Salesforce implementation as much as they do with multinationals to bring about a meaningful impact in smaller organizations.

According to Begovich the training is an under-addressed aspect of a successful Salesforce implementation as it’s viewed as training, but it is about adapting the organizational culture. To this end, the firm provides clients specific solutions and supporting tools using Salesforce to help become a data-driven culture and thereby create a virtuous cycle that can improve the organization.

We are experts in customer segmentation, crafting marketing programs, and reaching specific consumer targets with messages which resonate more in terms of marketing

Commenting on client engagement, Begovich states that he always keeps an ‘idea book’ for a client during an engagement, which has thoughts from hallway conversations or after-work discussions with the client’s staff. “One of the ideas turned into a multi-million-dollar partnership with a client and another turned into a patent that is now core to their business,” says Begovich. “At Flatiron, clients come first.” Over the years, the firm has built a service culture inside the organization and believes in hiring people with specific marketing and sales expertise, to focus on client relations. Flatiron consists of about 20 senior consultants—who have remarkable customer serving experience; most of the firm’s consultants come from Accenture, Viant, and Razorfish.

The company continues to meet the needs of clients with their Salesforce integration package to suit client’s unique business needs. Flatiron has served clients in over 25 countries, tailoring solutions to provide the best value to the clients they serve.