The Challenge
Naviant, a trusted partner in intelligent automation, was looking to sharpen its marketing performance and data strategy to support high-stakes enterprise sales. Despite a deep integration with Salesforce, syncing issues caused data gaps and reporting blind spots. They were also overpaying for unused marketing contacts, struggling to measure engagement across touchpoints and lacked dashboards that tied marketing activity to pipeline impact.
With a major rebrand underway and multiple initiatives on the horizon, they needed a strategic partner to clean up the backend and build forward-looking infrastructure.
The Solution
Kiwi led a targeted project to streamline Naviant’s tools, clean up contact data and create unified reporting tied to the full customer journey. Our work included:
- Auditing and rebuilding lead scoring, contact segmentation, workflows, lists, CTAs and dashboards
- Rebranding email and landing page templates during a simultaneous website migration
- Redesigning the newsletter to run an A/B split test
- Resolving Salesforce-HubSpot sync issues, ensuring marketing and sales were working from the same data
- Creating a new dashboard framework to mimic Salesforce reporting within HubSpot
- Implementing a smarter contact strategy that moved disengaged records to non-marketing status, unlocking budget
Throughout, we advised on best practices for BDR enablement, analytics and system visibility, all grounded in Naviant’s process-first philosophy.
The Outcome
Naviant’s marketing operations are now more efficient, accurate and aligned with revenue goals:
- Reduced marketing contacts by over 90%, saving $28k annually
- Bounce and unsubscribe rates dropped below 1%
- A/B design test generated 3.5x higher open rates and nearly 3x higher click-through rates compared to the control
- Salesforce sync issues resolved, with alerts now automatically surfaced in HubSpot
- Industry mapping fixed, enabling 100% accurate segmentation and list targeting
- Built cross-platform dashboards, including a new BDR activity view and $50K+ opportunity tracking
With cleaner data and aligned reporting, Naviant’s teams now operate with confidence and clarity.
Hear from our happy client…
Kiwi has been a game changer for us. They're so fun to work with I actually look forward to our weekly calls and see tremendous value in keeping them on board. They're brilliant, know everything about HubSpot, sales processes, branding, inbound…basically they're a one-stop shop for marketers! Choose them—you will not regret it.
Jen, Chief Marketing Officer
Naviant