Secure Data Technologies

Operating challenge

The work was less about adding CRM fields and more about making account management visible. The team wanted clearer ways to track client engagement, targeted events, security-awareness communication, renewals, QBRs, feedback, Sales Engagement adoption, and follow-up from ZoomInfo, events, and site activity.

What Lodestone shaped

• Mapped a wide set of Salesforce Sales Engagement cadences across onboarding, product updates, retention, security awareness, renewals, QBRs, referrals, post-sale follow-up, and cross-sell/upsell.
• Reviewed how account managers could better drive customer lifetime value through targeted events, learning workshops, client check-ins, and existing-customer outreach.
• Explored automation patterns around ZoomInfo, Sales Engagement, website engagement, event marketing, and future education or commerce concepts for security training.

Resulting direction

• The account-management conversation moved from scattered outreach to named cadences and measurable client moments.
• Marketing and sales had a clearer operating frame for turning events, site traffic, and content into qualified follow-up.
• Future AI, customer-story, and education ideas were grounded in current Salesforce adoption and account coverage realities.

Profile context

IT infrastructure, security, and managed services provider

Technology services firm focused on secure infrastructure, cloud, collaboration, and support services.