Success Story

Intelligent Fundraising Pipeline and Performance Management

The Challenge

Harbourvest needed better interaction between Salesforce and their system of record for funds to provide insights within the sales processes for more effective pipeline management. After implementation, Harbourvest was missing key fundraising data that was not brought over with the integration and existing processes were exhausting Salesforce Apex limits and creating duplicate data. Additionally, exhaustive reporting processes required manual data clean up and data stitching from different sources. Most importantly, key reporting dimensions did not exist in Salesforce, so a holistic view of fundraising data along with goals was not available for performance analysis or review.

The Solution

Atrium worked with the Harbourvest IT team to redesign an optimized integration process using Apex which provided better code management and data quality. A complex fundraising process was set up within Salesforce to manage the creation of funds along with related investors. As Harbourvest managed critical funding milestones, Atrium developed the integration to eFront to establish data consistency among IT systems. Einstein was implemented to provide the analytics required to manage the fundraising pipeline and allow account managers to view fund performance. Atrium also created error reporting in Einstein to ensure accuracy of fundraising data along with interactive dashboards that provided the ability to drill down into a client’s pipeline and review performance analysis on a specific manager, team, region or channel.

The Technology

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Salesforce Analytics

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Salesforce Sales Cloud

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Salesforce Service Cloud

The Results

Atrium redesigned Harbourvest’s integration processes with the system of record and provided improved data accuracy within Salesforce. This holistic view of fundraising data led to improved performance analysis at a program, manager, region, and team level. Automated Einstein processes replaced manual reporting processes and provided company-wide visibility to fundraising pipeline. Account Managers are now able to access their performance against goals in as little as one hour after data is entered into Salesforce which was not possible before. Management is now able to review the overall health of pipelines in one click.

About HarbourVest

HarbourVest Partners is a global private equity investment firm that works with institutional investors and high-net-worth individuals to invest in various private equity funds; as well as design custom fund solutions that meet the investors’ specific needs.

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