Client Impact Story

Luxury Custom Home Builder Makes Customers Feel Right At Home With Salesforce Crm And Marketing Cloud

Luxury Custom Home Builder Makes Customers Feel Right At Home With Salesforce CRM And Marketing Cloud

BACKGROUND

Starwood Custom Homes is an award-winning custom home builder headquartered in Chandler, Arizona. Founded by two brothers with a dream to help clients design, build, and live their dream, this custom home builder focuses on offering the highest quality craftsmanship coupled with an unmatched client experience.

CHALLENGE

Starwood Custom Homes (Starwood) has built a reputation for being the top luxury home builder in the valley. From personalized experiences to out of this world craftsmanship, Starwood is dedicated to treating every client as the star of the show.

Since its inception in 2012, Starwood has undergone rapid growth. Most of their initial business came from word of mouth as happy clients eagerly provided referrals. Starwood was becoming the go-to custom home builder in the valley. With all of the growth, the need to bring their marketing efforts in-house became clear to Starwood’s leadership team.

At the start of 2020, Cassie Vega, Head of Marketing, joined the team and brought a fresh, new perspective. “When I first joined, it was very clear as to why client’s chose Starwood time and time again. Starwood genuinely cares about each and every client. However, I saw the need for a more transparent, streamlined process for managing incoming leads, nurturing prospects, and tracking our client journey from start to finish,” said Vega. “I quickly identified areas that needed improvement, starting with a brand overhaul, new website design, and updating our marketing collateral.”

Vega then set her sights on a digital transformation for the company’s sales and marketing efforts, which were mainly handled manually before her arrival. “We were using spreadsheets and email communications to manage leads, which was not ideal,” explained Vega. “We needed a better way to track, pre-qualify, and organize all of our incoming leads and prospects.”

  • Manual lead handling
  • Inability to automate the lead pre-qualification stage
  • Difficult to follow-up on leads to determine their status
  • Lack of marketing insights and effective communication tools
How to Find the Right Technology and Partner for Digital Transformation in Residential Construction
Preparedness Guide for Digital Transformation in Residential Construction

SOLUTION

The search began for a solution that could help guide them to the next level. After reviewing several vendors, Starwood chose MST Solutions (MST), a leading CRM and marketing automation consulting provider.

“We chose MST because they were organized, listened to our problems, and came up with innovative solutions that were tailored to our needs,” noted Vega. “Our team was really impressed at the amount of personalization and customization that MST offered after our initial meeting and consultation. The other companies we interviewed gave generic solutions, and their proposals and plans weren’t specifically tailored to us.”

“We chose MST because they were organized, listened to our problems, and came up with innovative solutions that were tailored to our needs.”
Cassie Vega
Head of Marketing Starwood Custom Homes

Value Created

  • Marketing automation and cloud-based CRM accessible on any device
  • Valuable sales and marketing insights
  • Positive and nurturing experience for leads, prospects, and clients
  • More time and resources to focus on higher leverage activities

A Transformational Experience

Starwood is now running on a fully automated sales and marketing system. Vega, who originally focused solely on the company’s marketing efforts, has found that her role has transitioned to include assisting on the sales side as well.

“MST has made a positive impact on Starwood’s success,” said Vega. “They’ve made my sales team’s life easier because everything is now automated and tailored to our current sales process. They’ve also made it possible for us to gain even better insight on our clients and analyze this valuable data to create a more comprehensive strategy within our sales process.”

Vega was also impressed with the support they received from MST, noting that, “MST went above and beyond for us. Their project managers, who were skilled in both sales and marketing, ‘spoke our language’ and supported us every step of the way.”

Starwood’s sales and marketing efforts have been completely transformed. By embracing innovative solutions that answered its organizational challenges, the company can offer an experience unlike any other, living up to the company’s mission of “family first.”

To read the full case study click here!

Arizona Commerce Authority Creates A 360-Degree View For A Unified Team

As the state’s leading economic development agency, the Arizona Commerce Authority (ACA) has a streamlined mission to grow and strengthen Arizona’s economy. The ACA uses a three-pronged approach to advance the overall economy: recruit, grow, create – recruit out-of-state companies to expand their operations in Arizona; work with existing companies to grow their business in Arizona and beyond; and partner with entrepreneurs and companies large and small to create new jobs and businesses in targeted industries.  

For several years, the client services division utilized a highly customized instance of force. com to capture the agency’s progress toward their business attraction and expansion goals. In order to improve user experience for existing Salesforce users and optimize Salesforce for new users, the ACA needed to expand the functionality of its existing application.  

Recognizing that data is one of its most important resources, ACA knew tapping into the power of Salesforce could further improve data capture and reporting by providing a 360-degree view of their interactions with accounts and contacts.  

With the assistance from MST Solutions, ACA successfully transitioned its super users to Salesforce Sales Cloud, added other business units to the platform, implemented standardized training and enhanced its reporting capabilities. With the uniform and efficient use of Sales Cloud, ACA provides a unified user experience and maintains data across the entire agency.

Read

Arizona Commerce Authority Aligns Sales & Marketing With Pardot Salesforce

As the state’s leading economic development agency, the Arizona Commerce Authority (ACA) has a streamlined mission to grow and strengthen Arizona’s economy. The ACA uses a three-pronged approach to advance the overall economy: recruit, grow, create – recruit out-of-state companies to expand their operations in Arizona; work with existing companies to grow their business in Arizona and beyond; and partner with entrepreneurs and companies large and small to create new jobs and businesses in targeted industries.  

Prior to implementing Pardot, the agency was struggling to find value in their existing marketing tool. The user experience was less than satisfactory, and the marketing team was struggling to keep up with a large volume of manual tasks without help from external marketing agencies. And, while the organization was already using the CRM functionality of Salesforce, the two systems didn’t share the same data. In order to streamline their marketing operations and better align their sales and marketing teams, ACA needed a user friendly tool that would integrate with Salesforce. By using Pardot for email list management, drip campaigns, and lead scoring, ACA’s marketing team can increase efficiency while simultaneously providing their sales team with important details about each potential customer. 

Read

Industry-Leading Waste Management Company Drastically Increases Efficiency Through QA Automation

Republic Services is a leader in the recycling and waste management industry servicing 41 states throughout the U.S and Puerto Rico. Providing efficient recycling and waste disposal services for their customers is a top priority as they enhance their internal technologies.

Having their clients in mind, Republic Services set out to build a custom automation framework that would reduce their QA efforts and saves huge software testing time. Effectively implementing this functional automation, would increase their employee productivity and software solutions while also improving the quality of automation with the help of the test data retrieved from their databases.

By partnering with MST Solutions, they were able to incorporate a custom built automation framework that fit their current needs and allowed for easy system enhancements as needed without 3rd party assistance. This allowed Republic Services to become more efficient, while saving time and reducing expenses.

Read