Informatica > Case Studies > Streamlining Pipeline Operations and Customer Onboarding with March Networks

Streamlining Pipeline Operations and Customer Onboarding with March Networks

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 Streamlining Pipeline Operations and Customer Onboarding with March Networks - IoT ONE Case Study
Technology Category
  • Application Infrastructure & Middleware - Data Exchange & Integration
  • Application Infrastructure & Middleware - Middleware, SDKs & Libraries
Applicable Industries
  • National Security & Defense
  • Oil & Gas
Applicable Functions
  • Logistics & Transportation
  • Sales & Marketing
Use Cases
  • Inventory Management
  • Time Sensitive Networking
  • Cloud Planning, Design & Implementation Services
  • System Integration
The Customer
About The Customer
March Networks is a leading provider of IP video surveillance software and systems. The Ottawa-based company helps businesses improve their security and decision-making through a combination of high-definition footage and deep data analytics. The company relies on a complex web of integrations in its own IT systems, specifically between the enterprise-grade CRM technology and its back-end financial and operations systems. This robust business applications structure supports March Networks’ customers through a variety of touchpoints including sales, technical support, and advanced managed services. The company is continuously working to improve its online customer experience and streamline its operations.
The Challenge
March Networks, a leading provider of IP video surveillance software and systems, was facing challenges with its legacy data architecture. The company had numerous point-to-point integrations that were difficult to maintain and often required custom coding. This complex web of integrations was slowing down the company's operations and making it difficult to streamline processes. The company decided to implement Salesforce CRM to support its customer pipeline, but the integration between Salesforce and SAP, the system of record for their accounts, was critical and complex. The company also needed real-time integrations to support its website and online portal, which were tied to Salesforce. The challenge was to modernize the company’s data processes and applications to align with March Networks’ growth ambitions, while also making integration processes more reliable and less prone to failure.
The Solution
To address these challenges, March Networks decided to implement the Informatica cloud platform in parallel with the Salesforce CRM. Informatica provided a single automated platform that underpinned its data integrations and sped up operations across the organization. The integration between SAP and Salesforce was achieved using cloud data integration, which allowed data to flow between on-premise (SAP) and cloud-based (Salesforce) systems. Informatica also supported seamless integrations between March Networks' in-house and cloud-based applications. The platform stood out for its robust data management and security capabilities, in addition to the greater speed and efficiency it brought to March Networks’ data integrations. The company is now working on allowing customers to submit orders via its online portal and have those pushed to SAP for order fulfillment in real time.
Operational Impact
  • The implementation of Informatica has significantly sped up March Networks' data integration processes, allowing the company to roll out a modern CRM system in record time and strengthen its sales funnel. The company has replaced its legacy CRM with a modern solution from Salesforce and aligned its data management across its internal system, leading to smoother relationships between its sales, marketing, and customer support functions. The project was delivered faster than anticipated, allowing March Networks to benefit from its new CRM in less time than expected. The company has also improved security and data management since moving from manual to automatic integrations. The security measures that Informatica bakes into its technology will help March Networks to protect its valuable data, and that of its customers, as it flows between systems.
Quantitative Benefit
  • Cut delivery time for the new Salesforce CRM system in half through automated integrations, while cutting labor costs
  • Improved boardroom reporting with a business analytics dashboard that delivered a 360-degree view of data
  • Simplified the onboarding of new partners and customers with seamless and secure online experiences that automatically integrate between touchpoints

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