Case Study • Accounting

Grant Thornton: Fostering Sales Mindset with Introhive

Grant Thornton Australia is seeing top line revenue growth while removing impediments to fostering a sales mindset. With over 80+ hours in time saved each week and over 200 contacts added to Salesforce weekly, Grant Thornton Australia has increased marketing sourced and marketing influenced revenue YOY.

Grant Thornton
Introhive | referals | Grant Thornton: Fostering Sales Mindset with Introhive

300%+ 



Increase in activities
logged in Salesforce

Introhive | winners | Grant Thornton: Fostering Sales Mindset with Introhive

200+

New contacts added weekly

Introhive | productivity | Grant Thornton: Fostering Sales Mindset with Introhive

80+

Hours saved weekly

The Situation

To fully realise its sales enablement ambitions, Grant Thornton Australia sought to improve the consistency of Salesforce usage, enhance data quality, and surface relationship insights across the firm.

This presented an opportunity to better connect marketing efforts with a wider audience and drive more informed, collaborative client engagement.

Goals

Grant Thornton Australia set out to foster a stronger sales mindset across the firm by simplifying CRM usage and improving relationship visibility.

  • Save time by automating data capture and preparation
  • Uncover hidden relationships across the business
  • Increase Salesforce adoption firm-wide

MAPPED RELATIONSHIPS DELIVERABLES

  • Automatic syncing of contacts and emails from Outlook into Salesforce
  • Discovery of unknown relationships to encourage cross-firm collaboration
  • Surfaced Salesforce data to inform client and prospect engagement
  • Elimination of duplicate outreach and disjointed communications across teams

The solution

Automated sales workflows

  • Integrated Introhive with Salesforce to automate activity logging and contact capture
  • Simplified data entry from Outlook, reducing time spent on administration
  • Improved real‑time data accuracy and visibility across teams

Enhanced collaboration

  • Revealed hidden relationships for cross‑firm engagement and account coordination
  • Unified marketing, sales, and client experience data within Salesforce
  • Eliminated duplicate outreach and improved team communication

Sales enablement & performance

  • Delivered data‑driven insights and pre‑meeting intelligence to professionals
  • Freed teams to focus on client development through automation
  • Scaled Introhive adoption from 50 to 200 users after proven ROI

“We’re focused on fostering a sales mindset that enables our people to win great work for great clients – helping to build sustainable practices and grow the firm. We want to see our people confidently going to market with an intent to add value, while being true to our values.”

Head of Sales Enablement,
Grant Thornton Australia
Grant Thornton Logo

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Measurable business impact

 PRODUCTIVITY

80+

Hours of time saved (weekly)

CRM QUALITY

200+

New contacts added to Salesforce (weekly)

ADOPTION

YOY

Increase in marketing sourced and marketing influenced revenue

GROWTH

300%+

Increase in activities logged in Salesforce (yearly)

Almost instantly we cut administration time, expanded our subscriber base and uncovered unknown relationships. This led to more informed conversations with clients, prospects and intermediaries. By uncovering unknown relationships, we saw greater collaboration and the avoidance of embarrassing disjointed engagement. By the end of our initial roll-out, we saw a healthy return on investment, meaning we could confidently make a greater investment.”

Head of Sales Enablement,
Grant Thornton Australia

Grant Thornton

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