Case Study • Accounting

KSM Lays the Groundwork for CRM Adoption
with Introhive

KSM recognized that clean, centralized relationship data is critical to getting full value from any CRM. Consolidating that data, previously spread across tools like Outlook, OneNote, and Google, became the first step in their Salesforce rollout.

Introhive | KSM | KSM Lays the Groundwork for CRM Adoption with Introhive
Introhive | referals | KSM Lays the Groundwork for CRM Adoption with Introhive

263k

Relationships mapped

Introhive | winners | KSM Lays the Groundwork for CRM Adoption with Introhive

113k

Contacts added

Introhive | productivity | KSM Lays the Groundwork for CRM Adoption with Introhive

5.5M

Meetings and emails ingested

The Situation

KSM (Katz, Sapper & Miller) is a nationally ranked advisory, tax, and audit firm with a long-standing reputation for delivering insight and value to clients across industries. As the firm continues to grow and evolve, it is focused on strengthening how it captures and uses relationship data as part of a broader digital transformation. 

As KSM prepared to roll out Salesforce, it recognized that the success of any CRM depends on the quality and completeness of the data within it. Establishing a strong baseline of relationship intelligence became a key priority to ensure teams could fully leverage the investment.

Goals

KSM implemented Introhive ahead of its CRM deployment to automatically capture and surface contact and relationship data.

  • Building a strong data foundation ahead of CRM rollout
  • Making relationship data visible and actionable in Salesforce
  • Supporting adoption by reducing manual data entry

Mapped Relationships Deliverables

  • Pre-meeting visibility to better understand existing connections to clients
  • Relationship visibility across the firm surfacing warm paths
  • Organization, helping surface existing relationships across the firm.
  • Automatic contact enrichment in Salesforce 
  • New contact identification and sync

The solution

Early digital transformation step

  • Demonstrates the value of centralized relationship intelligence before the CRM launches
  • Creates a smoother, less disruptive Salesforce rollout
  • Gives teams a strong starting point on day one

Immediate relationship visibility

  • View related contacts when opening accounts
  • Leverage rich pre-existing contact datasets
  • Reduce onboarding friction for new and existing team members

Automated data intelligence

  • Automated contact identification, syncing, and enrichment
  • Surface new contacts not yet in CRM for easy review and addition
  • Streamlines day-to-day engagement workflows

“When I first joined KSM, we didn’t have a CRM and we needed one, but we weren’t yet in a place to implement it. Bringing Introhive on beforehand was a foundational step, helping people start to imagine what it would look like to have access to more relationship data.”

Ryan Elpers
Chief Growth Officer

Introhive | KSM | KSM Lays the Groundwork for CRM Adoption with Introhive
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Measurable business impact

PRODUCTIVITY

5,540,056

Meetings and emails ingested

CRM QUALITY

113,691

Total contacts discovered
(42,520 at an Executive level)

GROWTH

263,090

Relationships mapped
(122,030 at an Executive level)

“Seeing that contacts and relationships are already there when you open an account is incredibly powerful. It reduces the effort for our teams and shows the value right away.”

Ryan Elpers
Chief Growth Officer

Introhive | KSM | KSM Lays the Groundwork for CRM Adoption with Introhive
Introhive | Introhive Leor Franks KN Why Introhive Testimonials | KSM Lays the Groundwork for CRM Adoption with Introhive

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