Story
Salesforce
Northern TrustNorthern Trust Brings Pipeline Data onto Salesforce
Northern Trust, a financials organization in the United States, uses Marketing Cloud from Salesforce to support revenue operations for sellers and partner managers.
Value results
| Category | Value result |
|---|---|
| Revenue | Revenue operations stays visible to adjacent teams through Marketing Cloud |
| Capability | Sellers and partner managers work from the same Marketing Cloud record for pipeline and account data |
| Capability | Pipeline and account data can be reviewed without waiting on a personal export |
Story
Financials work at Northern Trust spans more than one site, even when headquarters sits in the United States. Pipeline and account data was splitting across regional habits. Sellers and partner managers asked for a shared way to run revenue operations without freezing local judgment.
Salesforce (Marketing Cloud) is what they standardized on. Salesforce is the enterprise customer relationship platform for sales, service, marketing, and customer data, with Slack as the collaboration layer. Northern Trust uses it as the system of record for pipeline and account data, with sellers and partner managers as the primary operators and other groups coming in through the same queue.
Leaders get a picture they can actually walk. Teams get fewer mystery statuses. The story is about operating change, not an unpublished percentage.
