Partner Success with AWS / Software & Internet / United States
FloQast Uses Tackle ACE CRM Integration to Boost Win Rate by 26% and Cut Deal Cycle Time by 30%
26%
win rate increase
30%
reduction in average deal cycle time
23%
deal size growth through AWS Marketplace
Overview
FloQast provides close management software for corporate accounting departments. Working with AWS Partner Tackle, the company wanted to move to a more strategic partnership with Amazon Web Services (AWS) by automating co-selling processes. To address its needs, FloQast deployed the Tackle ACE CRM integration, helping salespeople enter AWS opportunities into ACE directly from Salesforce. This streamlined process has helped FloQast boost its win rate by 26 percent and reduce the average deal cycle time by 30 percent.
Opportunity | Seeking a More Strategic AWS Partnership
FloQast is a California-based provider of accounting workflow automation and close management software for more than 3,000 global customers. The company is a member of the AWS Partner Network (APN) and participates in the APN Customer Engagements (ACE) program, which helps partners collaborate and pursue co-sell opportunities with AWS. In 2023, FloQast sought to become more strategic in that partnership.
To support this goal, the organization talked with other AWS Partners about their experiences working closely with AWS. “One of the things that came out of those conversations was that it would be helpful if we had a tool to automate integrations and scale the operational aspect of our partnership,” says John Breul, vice president of global software alliances at FloQast. “We wanted to avoid having to rely on manual processes to manage co-sell activities with AWS, and “we knew that building a tool ourselves would not be possible.”
The Tackle integration streamlines the entire co-selling process, so our sales teams don’t have to leave Salesforce to send and receive co-selling opportunities.”
John Breul
Vice President, Global Software Alliances, FloQast
Solution | Implementing the Tackle ACE CRM Integration to Simplify Co-Selling
After a short evaluation period, FloQast chose to work with Tackle, an AWS Partner, to implement an ACE CRM integration that integrates Salesforce and ACE and automates the co-selling process for FloQast sales staff. “Sharing our sales pipeline with AWS is a key component to our co-selling strategy, and the Tackle ACE CRM integration simplifies that process,” says Evelyn Cantú, AWS alliance manager at FloQast. FloQast also added capabilities to Tackle to automate co-sell submissions and updates to opportunities as sales teams change the opportunities in Salesforce, lowering the administrative and time requirements for Salesforce administrators.
The Tackle solution includes AI-driven scoring for propensity to buy, which shows what accounts have a likelihood of buying FloQast software on AWS Marketplace. The propensity to buy score is directly visible to FloQast sales teams thanks to the Tackle ACE CRM integration. “Accessing the propensity to buy score helps us prioritize the pipeline we share with AWS. Then, once an opportunity has been validated in ACE, I can use Tackle to see who the AWS account owner is for that opportunity,” Cantú says. “We can get this information immediately and we can then proactively reach out to those accounts that have a high score.”
Outcome | Increasing Win Rate by 26% and Lowering Deal Cycle Time by 30%
Using the Tackle ACE CRM integration, FloQast sales teams are more efficient and have increased the opportunity win rate by 26 percent, while reducing the overall average deal cycle time by 30 percent. “The Tackle integration streamlines the entire co-selling process, so our sales teams don’t have to leave Salesforce to send and receive co-selling opportunities,” Breul says. Additionally, FloQast has submitted more than 1,400 opportunities, 300-plus launches, and more than 30 AWS Marketplace deals in less than a year. Overall, FloQast has seen a 23 percent increase in deal size when going through AWS Marketplace.
FloQast also expects to further reduce the manual work involved with moving co-selling data from Salesforce to ACE. Cantú says, “We’ve enabled additional automation with Tackle. As soon as an opportunity hits a specific stage the FloQast team determines is appropriate, the opportunity is automatically sent into ACE. This will definitely save us time by eliminating all manual processes.”
FloQast has also started using Tackle to automate the management of private offers, recently submitting its first private offer through the Tackle solution. “This makes that process more convenient, because salespeople can see in real time when a private offer was sent and opened by a customer, as well as the status of the offer acceptance,” says Cantú. “Tackle simplifies many of our co-selling tasks and gives our team full visibility into every stage of the process.” Seth Kahn, vice president of customer success at Tackle, adds, "FloQast has been a standout partner since day one, having strong commitment and priority to launch a Cloud GTM strategy with AWS. Their focus on internal alignment, regular communications, field enablement, and cosell has led to early wins that speak for themselves. We look forward to supporting FloQast on this journey and celebrating their continued success."
About FloQast
FloQast, an accounting transformation platform, helps accounting teams automate close management, account reconciliations, accounting operations, and financial compliance. With FloQast, teams can leverage AI to reduce compliance burdens, improve accuracy, enhance visibility, and keep teams audit-ready while boosting overall collaboration.
About AWS Partner Tackle
The Tackle platform helps software companies initiate revenue channels with AWS Marketplace and other cloud marketplaces. The platform simplifies the listing process and enables downstream integration into corporate systems such as Salesforce.
APN Programs
APN Customer Engagements (ACE)
The APN Customer Engagements (ACE) program allows you to securely collaborate and co-sell with Amazon Web Services (AWS), drive successful engagements with customers, and grow your business. Participation in ACE provides you with a platform to manage your pipeline of joint opportunities and leads to further drive engagement with AWS and enrich customer relationships.
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