One shared record of every account and contact

The go-to-market team grew quickly from a handful of people to a spread-out team working mostly in Slack. Account data sat across several CRMs, Slack and spreadsheets, so it was hard to know the current state of an account, and people had to understand how to update Salesforce correctly just to keep dashboards accurate.

An internal tool that keeps one agreed-upon record for every account and contact, matching duplicates from different systems into a single entry. It has a dashboard that works like a lightweight CRM, with fit scores, industry, headcount, product information and the lists each company has appeared on. Teammates can enrich a person from a LinkedIn URL, email or name and title, find people at an account by seniority, and manage event and dinner invitations, with new sign-ups posted to Slack for approval. Over time an AI assistant connected to the same data replaced the dashboard as the main way people use it, answering questions such as which accounts to invite to the next dinner.

Reps and marketers can enrich, look up stakeholders and check account history themselves, without waiting on an engineer. Everyone works from the same version of each account.