Case Study: Mindtree increases pipeline 40% and accelerates sales with Salesforce

Mindtree increases sales velocity to surpass $1bn in revenue

Mindtree, a global digital transformation and IT services firm with ~20,000 employees that recently surpassed $1B in revenue, needed to scale sales and improve rep productivity to reach its $2B target. Its legacy CRM was hard to scale and frustrated sellers, so the company sought a more automated, user-friendly platform to streamline selling, improve partner collaboration, and give management clear pipeline visibility.

Working with Salesforce, Mindtree rolled out Sales Cloud (migrating to Lightning), Pardot and Tableau CRM/Einstein, building automated lead validation, holding pipelines, role-specific dashboards, and triggers for pricing/compliance workflows. The new platform is now the only way reps access leads and opportunities, driving a 40% increase in pipeline volume, a 10–15% (reported 15%) uplift in pipeline velocity and about 8–9% productivity gains while improving visibility into partner and offering performance.

Mindtree

Sanjeev Babel

Associate VP, Corporate Strategy, Planning, M&A and Sales Excellence