Success Stories

Overview of Project

Stanley Martin Homes is building and selling new homes in multiple locations across multiple states. The company was using an older CRM platform with limitations and an inability to customize. The sales teams needed resources to manage inbound leads and tools for automated marketing communications to nurture prospects and convert to increasing sales more efficiently and effectively. 

About the Client

The company was founded in 1966 and is one of the leading homebuilders in the southeastern United States. Headquartered in Reston, Virginia, Stanley Martin builds a wide selection of new homes in six metro areas: Washington D.C., Richmond, Charlottesville, 

Raleigh, Charleston, and Atlanta. 

Stanley Martin Communities, LLC is a subsidiary of the Daiwa House Group, which is headquartered in Japan and is one of the largest housing and construction companies in the world.

Project Goals

• Create an efficient solution for managing inbound leads for its online and onsite sales teams totaling approximately 200 users.
• Provide tools for communication and automated marketing to increase effectiveness of customer/lead follow-up and reduce burden on staff.
• Address increasing demand for virtual tours with sound infrastructure that ensures company captures every lead.
• Deliver easy to use CRM that allows company to nurture leads and prospects, create reports and allow the company to scale its sales process.

Deliverables

• Develop a CRM using HCP by ApostleTech, a proprietary platform built on Salesforce that serves as an accelerator and allows the addition of custom features that specifically meet needs of Stanley Martin.
• Create integration with Pardot automated marketing tools.
• Provide easy to use entry form for leads and tracking that updates records in Salesforce and allow the sales teams to easily monitor follow-up.
• Add agent sort function for targeted marketing to real estate agents.
• Provide training and support for successful adoption.

Results

• New CRM design and implementation was complete in 7 months; went live in June 2020.
• Delivered on time and on budget.
• Lily gathering historical data/stats from client regarding impact to business and adoption numbers.