Scalable opportunity handling and Reports for a Florida-based Network Security Firm
44%
Increase in daily opportunity-handling numbers
12%
Faster turnaround for case-by-case complexity calculations
27%
Faster turnaround for case-by-case complexity calculations
Overview
From scattered records to a single automated flow
What You Need To Know
In high-stakes network security projects, rapid opportunity assessment and consistent client communication directly impact project success and long-term client relationships, affecting both revenue and reputation.
Why It Matters
Impulse (now OPSWAT) sought to enhance opportunity evaluation processes and improve client communication to address the unique challenges of the network security industry.
What HIC Did
HIC Global Solutions implemented custom Salesforce flows for automated opportunity complexity calculations and batch-scheduled reports to streamline decision-making.
Challenges Faced
Bottlenecks slowing every hand-off
Complex Opportunity Assessment
Evaluating opportunities against internal point systems and rubrics was time-consuming and resource-intensive.
Time-Consuming Opportunity Evaluation
Manually assessing opportunities against complex internal point systems and rubrics consumed significant time and resources.
Inadequate Client Update Process
The lack of an efficient system for providing regular, detailed project updates to clients risked undermining their confidence in project progress and timely delivery.
Slow Decision-Making Process
Sales agents and development teams struggled to quickly assess trade-offs and make informed decisions on pursuing accounts due to complex evaluation criteria.
Limited Scalability
Existing manual processes hindered the company’s ability to efficiently handle a growing volume of clients and opportunities.
About the Company
Operating out of Tampa Bay, Florida, Impulse is a compact network security and access control solutions company. The company provides security solutions that support requirements for modern collaborative work networks.
The company accommodates work, scaling, and vendor choice requirements through flexible solutions. It specializes in areas of Network Access Control, Endpoint Security, and Device perimeters among others.
It’s now acquired by OPSWAT, a firm in the critical infrastructure protection space.
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Solutions Offered by HIC
One pipeline, from record discovery to secure delivery
Customized Flows for Opportunity Assessment
Implemented an internal complexity calculator to assess opportunities based on lifetime buying potential, service potential, vendor-hopping tendencies, and other critical factors.
Automated calculations provided sales agents and development teams with quick insights for informed decision-making.
Custom Batch Classes for Client Reporting
Developed scheduled batch processes to generate and send weekly reports on custom objects.
Created reports to provide clients with easy-to-understand updates on development progress and task completion for their network security projects.
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