Case Study: Reputation improves pipeline quality and sales alignment with OpFocus’s ABM Buying Groups on Salesforce

Reputation boosts top-tier pipeline 50% with OpFocus

Reputation, a provider of reputation experience management solutions, faced significant challenges in aligning its marketing and sales teams due to a lack of a unified go-to-market framework and murky pipeline data in Salesforce. With 150,000 accounts across diverse verticals, they struggled to prioritize the right accounts and resources, leading to frustration between teams and limited executive visibility. Reputation partnered with vendor OpFocus to implement an ABM buying group solution to address these issues.

OpFocus implemented a prioritized plan, cleaned and deduplicated data, and operationalized a Buying Group UI on Salesforce to auto-convert leads and intelligently assign opportunities. This solution enabled sales to identify missing key personas and engage target accounts more proactively. The results included a richer pipeline, with 50% of new opportunities coming from top-tier accounts, and increased average sales prices. The initiative also fostered greater trust between teams and laid the foundation for data-informed decision-making at the leadership level.

Reputation