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How We Integrate Salesforce CRM With Sage Intacct & How Our Customers Leverage Them Together

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What is Salesforce?

SalesForce is rated the number one CRM (Customer Relationship Management) tool in the WORLD. With sales founded on relationships, we chose the best relationship management tool for our customers. This tool helps them to manage contacts, sales, and product management. It is designed to keep organizations focused on the most crucial aspect of their business, the client relationships.

How Do We Leverage Salesforce With Our Clients?

We use Salesforce primarily with our software company clients. In this industry, it is typically the sales team that puts together all the deals. So, from a proposal perspective, they can get an invoice out to get paid. Let me explain. The Salesforce Sage Intacct integration helps to convert that information into the accounting system, and the salespeople can use it to send out those invoices that are coming out of the accounting system. Accounting can then audit, edit, and get it posted so that they can send the bill out to the client as well.

It is possible that a client we serve might already be using Salesforce. If they don’t already have the software, they will sometimes add it as a tool. We do recommend that our clients use it. We are a partner with Salesforce through Sage Intacct. Sage Intacct built the broad and customizable sync and integration with Salesforce. They are designed to work beautifully together.

Another example we might have with our clients specifically on the integration side with Sage Intacct. There is a basic and an advanced Salesforce integration. The advanced setup is really in a customized environment. As an example, our client may have two different sales teams, and those two teams may need to come into two separate entities related to the financials. That specific type of setup for multi-entity is an advanced type.

A parent company acquired one of our customers. They wanted their sales team which was already in place to also have the opportunity to sale. We were able to combine their Salesforce environment, do an advanced integration into Sage Intacct for our customer entity. Now, when the salespeople not only use Salesforce for the parent company, but also for the subsidiary they can create those invoices out of that accounting system instead of having to have it all merged in at once. It’s a very sophisticated sync build for a sophisticated sales department.

Let’s say you have different entities in Sage Intacct, each of those entities can sync with a separate SalesForce account. It’s multi-layered. So you layer it and map it to where five entities on one side and one on the other side will work properly.

Another example we might have with our clients specifically on the integration side with Sage Intacct. There is a basic and an advanced Salesforce integration. The advanced setup is really in a customized environment. As an example, our client may have two different sales teams, and those two teams may need to come into two separate entities related to the financials. That specific type of setup for multi-entity is an advanced type.

Who Does Salesforce Best Serve?

We see that most companies have the lower level Salesforce (CRM) using it for up to three to four different salespeople and users. Once grow increases, larger customers will usually go to the Enterprise version. Sage Intacct syncs with the enterprise version.

We usually find more sophisticated salespeople or those who want to do more things for the customers faster choose to use the Enterprise system. Also, the salespeople typically handle all the contract negotiations, especially on a software company. Issues exist like we are going to have you at this subscription this year and then we need you to have an annual subscription next year. The salespeople can create the contract terms. The subscription billing needs to happen every year, and many times the accounting departments or the accounting system is disconnected from that part. Having the option to reset a recurring schedule for subscription billing on the sales side is very powerful. It keeps them from missing renewable contracts. So, the salespeople get a great tool.

The accounting team gets to maintain control and audit of all that and give the approval to make sure customers and revenue get set up right, and that contract terms are accurate. When setting up sales contracts and creating quotes, you can use all the items out of the master structures out of Sage Intacct for those items and not experience lag time. It’s then easily converted into a sales invoice, and then they can sync it back, and that salesperson has the invoice to send to the customer. Also, the salesperson can see when the customer has paid the invoice. One of the significant things salespeople want to know is, “When do I get my commission?” Commissions usually get paid after funds get collected. The salesperson can see the information of whether a bill or contract gets paid when they are set up as a View user on the Salesforce side, and it comes directly out of Sage Intacct. As it is updated, they get their updated records.

If someone is not using Salesforce, an email has to be sent to notify someone. Then, they have to key in all the information after the salesperson is probably duplicating it in Excel. So, the salesperson is setting up contracts in Excel. We see that 85-95% of our customers use Excel to create their invoices, especially if they do splits, discounts, or develop assumptions to make the most profit. They’ve got some formulas in there to help them. However, when they finalize it, they’ve got to send it to the accounting department somehow. Then accounting has to process it. The salespeople can’t see if it’s processed or sent back. That creates a back and forth kind of nightmare. Using Salesforce makes the whole process automated and seamless. Going from a manual submit without getting anything back, to not only having accounting convert it at the push of a button, but also seeing the reports on all the rates, approved discounts, and have an approval process on that side.

What About Sage Intacct Compatible Systems Other Than Salesforce?

If someone is using a different system other than Salesforce that is Sage Intacct compatible we might recommend the customer move to Salesforce. If Salesforce offers a return on investment for their sales team to have a back and forth, two-way sync, then it makes sense.

With other systems that say they might have a Sage Intacct integration, it may not include a back and forth 2-way sync that provides the information about an invoice payment. Usually, subscription prices for Salesforce versus other CRM systems are not so far apart that a customer can’t make up the difference with the efficiency gain elsewhere. Also, you’ve got to weigh in customer service.

There is a great time saving to have your sales team not to have to wait to get back to a customer on a contract, an invoice, sales order or a quote, due to an item having a different price point. That kind of service almost always justifies and warrants going to an enterprise application such as Salesforce when using Sage Intacct.

There is a specific reason that Sage Intacct synced with Salesforce. Sage Intacct is on the web built on force.com. Force.com is a sales product and language to go to the cloud. The CRM Salesforce is also on force.com resulting in two systems that talk to each other beautifully.

There may be other CRM systems not built on force.com that can build on other different types of languages. However, it isn’t as easy to have that sophisticated two-way sync that we like to see with Salesforce and Sage Intacct.

If we have a customer who is on Salesforce and they are using a Sage Intacct alternative, it is a smooth transition to make the change to Sage Intacct. We would make that easy and do a new integration between Sage Intacct and Salesforce. Our first step, in that case, is to get to the general ledger system of Sage Intacct and then sync it into their existing sales force environment.

These two systems work so well together one might think that Salesforce has some ownership in Sage Intacct.  Since in 2017 Intacct was purchased by Sage which is a public company it depends on if they own shares in Sage, related to any ownership.

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