CentralSquare provides technology solutions that help more than 8,000 public sector agencies deliver vital safety and administrative services to 3 out of every 4 residents of the U.S. and Canada. CentralSquare’s mission is to innovate for the public sector to create the broadest and most agile software platform to help solve some of the most pressing issues facing local governments today.

CentralSquare Technologies creates mission-critical software for the public sector. They reduce time spent on workflows, gain actionable insights, and effectively collaborate with agencies and citizens.

This means, like all AWS partners, CentralSquare needs to find an efficient way to co-sell with AWS. But they have to manage opportunities in their own CRM and in the AWS ACE CRM.

Like all partners who manually maintain their own CRM and ACE, the double-entry of opportunities takes up a lot of staff time.

CentralSquare asked AWS for ideas on how to streamline the updates between their CRM with ACE’s CRM. Their AWS partner manager had success with Labra with another account solving the time-consuming double entry of data for opportunity sharing with ACE, so recommended it to CST as the best solution that they have seen.

“AWS recommended we work with Labra to automate our CRM updates and build a robust co-sell pipeline to support our growing business.”

CentralSquare didn’t just want to automate their manual processes: they wanted a more streamlined and robust way to synchronize their CRM and build a bigger business with AWS..

Once the mapping of CentralSquare’s CRM to AWS was complete, then “the taps were turned on” and data was synchronized.

How long did it take CentralSquare’s team to get used to the new way of working in Salesforce? The process went beyond the normal technical integration, with Labra helping them ‌ customize workflows and build new best practices.

The Labra OppSync dashboards inside their CRM helped CentralSquare to gain efficiencies and improved business processes and the working relationship with AWS.  By reducing manual updates, we have ensured data integrity – on both sides.

“The Labra OppSync dashboards in Salesforce give us an instant, snapshot view of how we’re doing. Nobody wants to go through two CRMs and create a dashboard manually. The tracking and synchronization of AWS delays in Salesforce is a time saver, and it increases confidence in pipeline management, but the biggest bonus of using Labra OppSync is that it helps us collaborate better with AWS to grow our strategic business.”

Since implementing Labra OppSync, CentralSquare has seen a range of improvements related to their strategic AWS partnership.

The sales team, released from their manual tracking, now have hours each week returned to them so they can focus on sales and spend more time with customers.

Since handling AWS co-sell deals is easier, the sales team is encouraged to collaborate and share deals more often with AWS, further building the strategic relationship.

Finally, CentralSquare highly commended the Labra Customer Success Manager for delivering a custom experience tailored to their needs.

“Labra played an integral role in bringing together two sales databases to create efficiencies and reduce double entry. Our Labra Customer Success Manager was phenomenal to work with. He was patient and technical all at once. He explained and helped us to build new workflows and best practices, and helped us agree on rules of engagement. Thank you to Labra for making this possible!”