Case Study: Sierra Investment Management achieves 150 hours saved and streamlined marketing-to-sales follow-up with Salesforce Pardot

Sierra Investment Management Uses Pardot to Align Marketing and Sales

Sierra Investment Management, a Santa Monica–based investment advisor serving conservative investors since 1987, faced gaps between marketing activity and sales follow-up. Marketing could track opens but leads rarely reached wholesalers, compliance requirements complicated outreach, and financial advisors—who receive dozens of outreach attempts daily—needed messaging that cut through the noise.

By moving event tracking into Pardot landing pages and automating RSVPs into campaigns, Sierra created automatic sales tasks for follow-up and implemented engagement scoring and personalized Engage emails. The changes saved about 150 hours per year, improved email open/read rates, made nurture follow-up seamless, and aligned marketing and sales for more consistent advisor outreach.

Sierra Investment Management

Samar Nasiri

Sales Operations Manager