Salesforce CRM Consulting and Support for Innovative Capital Corporation

Having a vast customer base, Innovative Capital was struggling with housing all the data of their lenders and borrowers. Moreover, the company was looking for a solution for robust marketing of their services and tools for lead processing and engagement. To address these issues, Innovative Capital reached out to Ascendix to implement the Salesforce platform.

Background

Innovative Capital Corporation is a commercial real estate brokerage and private capital lender. With a small team of 2-10 employees, the company excels in leveraging a diverse range of capital sources—from private money to institutional funds—to connect their clients with the best venture funds, private equity, and debt funds.

The company was facing challenges with managing data for its lenders and borrowers. Moreover, it was looking for a robust marketing solution and tools for lead processing and engagement.

To address these issues, Innovative Capital reached out to Ascendix to implement the Salesforce platform.

We talked to Revel Stark, Director of Business Development at Innovative Capital Commercial, about the benefits of Salesforce for Capital Markets, the quality of CRM consulting services the Ascendix team provided, and the scope of tasks.

Overview of Solutions We Delivered to Innovative Capital

Implemented a possibility to support the entire deal cycle
Implemented a mechanism for a Lead-Deal conversion
Provided an opportunity to attach documents to a deal (multi-download and multi-deletion)
Marketing automation with Pardot: created a landing page template
Added landing pages into email templates
Built solutions for Post-Close Sales Cadence
Implemented “Lender Search” tool based on Ascendix Search.

*An explicit description of every solution is presented further.

Revel Stark

Director of Business Development at Innovative Capital Commercial

Location

San Diego, CA

Newport Beach, CA

Industry

Capital Markets

Number of Employees

2-10

Services Provided:

Salesforce CRM Consulting, Salesforce Customization, Salesforce Integration, Ascendix Search, Pardot Consulting Services

Video Testimonial by Revel Stark

In the video below, Revel Stark speaks about his experience of working with Ascendix team.

By partnering with us, Innovative Capital:

evolved their investment in a Salesforce platform
implemented Pardot for marketing automation
created solutions for loan processing.

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We help with CRM projects of any complexity: from small customizations to global CRM implementations.

<p>Thank you for showing your interest in Ascendix!</p>
<p>While we’re getting ready to schedule a meeting with you, let us tell you about Ascendix in brief.</p>
<p>We are a CRM Consulting company that helps businesses maximize the efficiency of their Salesforce and Microsoft Dynamics CRM software.</p>
<p>We also have designed our own CRE CRM tools and add-ons that empower commercial real estate companies to better serve their clients and win more deals.</p>
<p>See <a href="https://ascendix.com/cases/salesforce-crm-consulting-services/" target="_blank" rel="noopener">how one of our clients was able to streamline marketing and lead processing processes</a> by leveraging AscendixRE CRM and Salesforce consulting services by Ascendix.</p>

<p>Team, we have a new lead.</p>

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Challenges Faced by Innovative Capital

Data Management and Storage

Innovative Capital's operations involved managing large volumes of data that were continuously growing. For this reason, they needed a CRM to keep up with the data storage and management needs, while avoiding inefficiencies and potential data loss. This lack of robust data management not only impaired their ability to serve clients efficiently but also impacted their decision-making capabilities.

Data Unification

Handling a sizeable and growing client base, Innovative Capital struggled to effectively unify the data of its lenders and borrowers. Furthermore, with the launch of a private debt fund, Innovative Capital needed a CRM solution to manage data securely and efficiently.

Marketing and Engagement

Effective marketing and client engagement are central to Innovative Capital’s business model. The company needed an advanced CRM solution for email marketing, social media outreach, and lead nurturing to improve client acquisition and retention.

Workflow Optimization

Innovative Capital aimed to optimize their workflow to better serve both borrowers and lenders. Their manual processes were time-consuming and prone to errors, impacting the speed and accuracy of their services. This inefficiency hindered their ability to scale and take on more clients, thereby restraining business growth.

Administrative Tasks

Administrative tasks, such as scheduling calls and follow-ups, consumed a substantial amount of time that could be better utilized for client interactions and business development. Automating these tasks was crucial to enhance productivity and allow loan officers to focus on higher-value activities.

Scope of Solutions Delivered by Ascendix

CaseStudies-Hanna5 results meeting salesforce

Salesforce CRM Consulting

Ascendix provided expert consulting services to optimize Salesforce for Innovative Capital’s unique requirements.

This involved understanding the company’s workflows, pain points, and goals to configure a CRM system that enhanced data management and client engagement.

Ascendix’s local support in Dallas and Europe ensured timely and efficient consultation and support.

Secure Data Exchange Using Salesforce Experience Cloud

Innovative Capital Corporation, in collaboration with Ascendix, developed an investor portal using Salesforce’s Community Cloud (now Salesforce Experience Cloud). Within the investor portal, the essential loan information is linked to PDF documents for easy access, and provided property addresses are linked to external platforms like Zillow, Redfin, or Google Maps. Moreover, the portal solution facilitates document uploads via Salesforce’s Contact record, allowing investors to view all necessary documents along with monthly updates in one place.

This platform allowed for the secure receipt and storage of financial documents, ensuring that sensitive information was protected throughout the loan process. The digitized system also facilitated efficient data extraction and in-house loan underwriting, speeding up the decision-making process and offering multiple loan options to clients quickly.

Salesforce Customization and Integration

A seamless integration of Salesforce with other essential tools and systems was critical for a smooth workflow. Ascendix implemented integrations with email marketing platforms, social media tools, and financial data systems, ensuring that all applications worked together without any friction.

Salesforce customization included developing specific functionalities and tools that made the CRM user-friendly and efficient for the staff.

Marketing Automation

With the help of Ascendix, Innovative Capital leveraged Salesforce’s marketing automation capabilities (built the application within Pardot) to enhance their outreach efforts and automated the lead generating process. They incorporated tools for social media and email marketing, using Salesforce’s Pardot to automate lead generation and nurturing processes.

Administrative Automation

Ascendix automated various administrative tasks to free up time for loan officers. This included automating scheduling for calls and follow-ups, which were previously manual processes. By reducing the administrative burden, loan officers could focus more on building relationships with clients and closing deals. This shift not only improved their productivity but also enhanced their ability to provide personalized services.

“ In this journey, we're working hand in hand with Ascendix to alternately create strategies within the software to serve our loan officers and help them to increase their bandwidth so that they can take on more clients, do more loans and drive more revenue.

Ascendix team doesn’t only build solutions for Innovative Capital but also provides Salesforce support continuously and finds answers within 24 hours. ”

Revel Stark, Director of Business Development at Innovative Capital Commercial

Project Outcomes

Increased Data Management Efficiency

Improved data storage and management, supporting better decision-making and strategic planning.

Optimized Data Storage

Set up a streamlined file management process for Investor portal and enhanced the investor experience.

Enhanced Marketing and Client Engagement

Implemented automated marketing tools that allowed to increase lead conversions and customer satisfaction.

Improved Data Security and Compliance

Implemented solutions for secure data exchange, protected financial data and streamlined loan processes.

Business Growth and Revenue Increase

Improved efficiency allowed for more clients and deals, driving higher revenue and business growth.

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<p>Thank you for showing your interest in Ascendix!</p>
<p>While we’re getting ready to schedule a meeting with you, let us tell you about Ascendix in brief.</p>
<p>We are a CRM Consulting company that helps businesses maximize the efficiency of their Salesforce and Microsoft Dynamics CRM software.</p>
<p>We also have designed our own CRE CRM tools and add-ons that empower commercial real estate companies to better serve their clients and win more deals.</p>
<p>See <a href="https://ascendix.com/cases/salesforce-crm-consulting-services/" target="_blank" rel="noopener">how one of our clients was able to streamline marketing and lead processing processes</a> by leveraging AscendixRE CRM and Salesforce consulting services by Ascendix.</p>

<p>Team, we have a new lead.</p>