Accelerating Pipeline Growth with Salesforce Sales Cloud + Agentforce

Industry: Cybersecurity

64k

leads deduplicated and cleaned for migration

25%

open rate achieved with AI-optimized sequences

7.5%

CTR achieved exceeding campaign benchmarks

Background

Axiad is a fast-growing cybersecurity company providing identity and access management solutions to enterprises across the world. Its platform helps organizations secure digital identities, simplify authentication and maintain compliance across complex IT environments.
As its webinars, campaigns and inbound leads increased, Axiad struggled with fragmented lead data across Salesforce, Google Sheets and internal tools. This led to inconsistent engagement, delayed SDR follow-ups, limited reporting visibility and missed pipeline opportunities.

Industry Challenge

Fast-growing B2B cybersecurity companies generate large volumes of inbound leads across campaigns, webinars and channels, but often struggle to convert that interest into pipeline. Lead data spread across systems, manual SDR follow-ups and inconsistent qualification slow response times and reduce conversions, while making it harder to track performance and manage compliance at scale.

Goals

As Axiad’s inbound interest grew, the team realized they needed a partner who could streamline their sales development operations and build a scalable engagement engine inside Salesforce. Their objectives were clear and focused on improving SDR productivity, visibility and conversion.
Axiad’s key goals included:
  • Standardize lead qualification and SDR handoffs
  • Automate follow-ups, nurture workflows and enrichment
  • Increase SDR productivity using AI-driven workflows
  • Ensure real-time compliance for opt-in/opt-out preferences
  • Improve visibility into campaign performance, ROI and funnel stages
  • Re-engage dormant leads and maximize conversions into pipeline revenue

Implementation

Axiad partnered with Infoglen to deploy Salesforce Sales Cloud and Agentforce over a six-week rollout. The focus was to unify lead data, automate SDR workflows and scale personalized engagement aligned directly with how SDRs and BDRs operate.
What Was Implemented
  • Agentforce SDR Sequencing: Configured high-intent, warm, cold and dormant cadence strategies to ensure timely, consistent follow-ups across all leads.
  • ABM Campaign Dashboard: Delivered account-level and campaign-level visibility into funnel stages, interactions and engagement signals such as webinar activity and inbound responses.
  • Lead Enrichment & Tailored Nurture: Automated enrichment of missing data fields while sending segmented messaging to improve relevance and personalization in outreach.
  • Dormant Lead Re-Engagement: Implemented revival sequences that targeted inactive prospects to bring them back into the pipeline and generate fresh opportunities.
  • Automated Email Replies & Scheduling: Enabled 24/7 personalized responses that use website answers when available and book meetings with SDRs when human intervention is needed.
  • Opt-In/Opt-Out Automation: Captured subscription changes in real time, ensuring compliant communication without depending on manual updates.
  • Custom Pipeline & Campaign Reporting: Provided accurate attribution, ROI visibility and leadership insights into funnel health and engagement performance.

Impact

With the solution in place, Axiad gained a unified and automated sales development process that delivered faster responses, better visibility and stronger conversion outcomes.
With the solution in place, Axiad gained a unified and automated sales development process that delivered faster responses, better visibility, and stronger conversion outcomes.

Measurable Outcomes

  • 64k leads deduplicated and cleaned for migration
  • 25% email opens | 7.5% clicks | 4.5% replies
  • 100% compliant opt-in/out management, fully automated with zero manual handling or risk exposure

Qualitative Outcomes

  • SDRs now spend more time on high-value conversions instead of manual nurturing
  • Automated nurture ensures no lead is missed across the funnel
  • Leadership instantly sees revenue contribution, funnel health and ROI
  • The solution lays a foundation for further ABM and AI expansion

Technology Stack

To enable scalable automation and accurate campaign visibility, the solution was built using a combination of Salesforce capabilities and Infoglen accelerators.
  • Salesforce Sales Cloud
  • Salesforce Agentforce
  • Data Cloud, AI enrichment + automated responses
  • ABM Dashboards & Custom Reports
  • Infoglen Sales Development Agent & Pipeline Generator Accelerators

What the Customer Says

Communication throughout the engagement was clear and effective and I’m very satisfied with how everything was set up. The team was responsive and collaborative, making it easy to move forward with confidence. We also established a clear process to manage future updates.

— JSergio Barriuso, Lead, Technical Support Engineer, Axiad

Goals

• Standardize lead qualification and SDR handoffs • Automate follow-ups, nurture and enrichment • Improve SDR productivity with AI • Ensure real-time compliance • Increase visibility into pipeline and ROI

Implementation

• AI-driven SDR sequencing for warm, cold and dormant leads • Automated enrichment and segmented nurture • Dormant lead re-engagement workflows • 24/7 automated replies and meeting scheduling • Real-time opt-in/opt-out automation • Campaign and pipeline dashboards for leadership

Results

• 64k leads deduplicated and cleaned for migration

• 25% open rate achieved with AI-optimized sequences

• 7.5% CTR achieved exceeding campaign benchmarks

• SDRs focused on high-intent buyers; nurture automated

• Real-time visibility into campaign impact and revenue

Products Used

Salesforce Sales Cloud

Agentforce

Data Cloud (enrichment & automation)

Infoglen SDR & Pipeline Accelerators

Frequently Asked Questions (FAQs)

  • Q: How did Infoglen help accelerate pipeline growth with Salesforce Sales Cloud and Agentforce?
    Infoglen implemented an AI-driven sales development solution that unified lead data, automated SDR workflows and personalized lead engagement. By combining Salesforce Sales Cloud, Agentforce and custom accelerators, the client improved lead qualification, follow-ups and pipeline visibility.
  • Q: How can Agentforce improve SDR productivity and lead nurturing?
    Agentforce helps sales development teams automate repetitive tasks such as lead follow-ups, email responses, meeting scheduling and nurture campaigns. This allows SDRs to focus on engaging high-intent prospects while ensuring every lead receives timely and consistent communication.
  • Q: How does AI improve lead qualification and pipeline generation?
    AI can analyze lead data, automate enrichment, prioritize high-value prospects and trigger personalized engagement based on customer behavior. This helps sales teams respond faster, improve conversion rates and build a healthier sales pipeline.
  • Q: Why is lead data quality important for sales pipeline growth?
    Duplicate or incomplete lead records can slow follow-ups, reduce campaign effectiveness and create reporting gaps. Cleaning and enriching lead data provides sales teams with a reliable foundation for lead nurturing, campaign measurement and pipeline management.
  • Q: Which technologies were used in this sales automation implementation?
    The solution combined Salesforce Sales Cloud, Agentforce, Data Cloud, AI-powered enrichment, custom reporting dashboards and Infoglen's Sales Development Agent and Pipeline Generator accelerators to automate lead engagement and improve sales performance.
  • Q: What business results did Infoglen deliver?

    The implementation delivered measurable outcomes, including:

    • 64,000 leads deduplicated and prepared for migration
    • 25% email open rate through AI-optimized outreach
    • 7.5% click-through rate, exceeding campaign benchmarks
    • 100% automated opt-in and opt-out compliance
    • Greater visibility into campaign performance, pipeline health and revenue contribution
  • Q: Which businesses can benefit from AI-powered SDR automation?
    B2B organizations with high volumes of inbound leads, webinars, marketing campaigns or account-based marketing programs can benefit from AI-powered SDR automation to improve lead response times, increase conversions and scale pipeline generation.
  • Q: How can Infoglen help automate sales development with Agentforce?
    Infoglen helps organizations implement AI-powered sales development solutions using Salesforce Sales Cloud, Agentforce and Data Cloud. From lead qualification and automated nurture to pipeline reporting and SDR productivity, we design solutions that help sales teams engage prospects faster and generate more qualified pipeline.

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