Curinos
Curinos is a trusted partner to financial institutions, delivering cutting-edge SaaS solutions that enable data-driven decision-making and performance optimization. Their offerings are Comparative Analytics, Optimization Platforms, Intelligent Data, and Advisory Services tailored to help banks and financial organizations improve profitability, enhance customer experiences, and stay competitive in a rapidly evolving market landscape
Challenge
Curinos faced several data quality and sales process inefficiencies due to legacy configurations, limited lead conversion capabilities, and poor data migration during implementation. The primary goal was to modernize and automate key areas of the sales process while ensuring data accuracy and seamless system integration.
Lead and Contact Management
- No option for Sales users to manually create Contacts—only Lead conversion was available.
- Frequent creation of duplicate Contacts due to lack of validation and improper HubSpot integration.
- Lead and Contact records were not correctly reassociated during sync with HubSpot.
Data Quality Issues
- Numerous duplicate Account records existed in the system.
- During initial data migration, incorrect Contacts were linked to Opportunities, negatively impacting reporting and CRM reliability.
Product Configuration Errors
- Some CPQ products were misconfigured, leading to confusion and quoting issues.
- Price Rules were not functioning as intended, resulting in inconsistent pricing during the quoting process.
Implemented Solutions
1. Enhanced Lead-to-Contact Flow
- Introduced a "Create Contact" functionality for Sales users.
- Built two complex Flows to manage Contact and Lead reassociation from HubSpot, while ensuring duplicate prevention.
2. Improved Data Integrity
- Performed complete deduplication of Account records.
- Identified and replaced incorrectly linked Contacts on Opportunities with accurate records.
3. Accurate Product Configuration
- Leveraged Configuration Attributes for better product setup.
- Corrected and optimized Price Rules to ensure accurate and dynamic pricing based on configuration.
4 Salesforce Products Used
- Sales Cloud
- CPQ (Configure, Price, Quote)
- Einstein Activity Capture (Inbox)
Key actions included
Stakeholder Engagement:
Understanding the unique needs of sales, marketing, and fulfillment teams to ensure alignment.
Platform Migration and Transformation:
Moving from the outdated system to Salesforce while revamping processes to improve adoption and functionality.
Customisation and Integrations:
Tools for accurate forecasting and scheduled revenue management.
Integrations with key platforms such as Marketo, Sage Intacct, and Snowflake for seamless data flow.
Training and Support:
Equipping teams with the knowledge and tools needed to fully leverage Salesforce capabilities.
Results: Transformation at Curinos
Improved Data Integrity:
Duplicates were removed and Contacts correctly associated, resulting in clean, reliable CRM data and accurate reporting.
Streamlined Sales Operations:
Automated Flows for order activation, renewal Opportunities, and case creation reduced manual intervention and improved response time across Sales and Fulfillment teams.
Enhanced Integration with HubSpot:
Complex Flows enabled clean Lead-to-Contact conversions and avoided duplication, maintaining consistency between Salesforce and HubSpot.
Accurate Product Configuration & Pricing:
Misconfigured products were corrected through proper use of Configuration Attributes and optimized Price Rules, improving quote accuracy and CPQ performance.
Future-Ready Infrastructure:
With scalable automation, clean data, and tight platform integration, Curinos is now well-positioned to support future growth in sales and operations.