The Challenge

Argus Media had Salesforce in place — but it wasn’t functioning as a true CRM for its users. 

Instead of capturing the full customer journey, it primarily documented final deal outcomes.

“We were using the system to close out deals rather than using it as a genuine CRM,” recalls Louisa Winnik, VP Business Systems at Argus Media.

As a result, three core challenges emerged.

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1. Salesforce did not capture the sales journey

Opportunities were typically entered at the very end of the sales process. 

Early conversations and engagement history were missing.

“Sales would come in and put their deal in right at the end of the process, and we wouldn’t see any of the earlier conversations and early sales cycle,” Louisa Winnik explains.

The impact went beyond incomplete records.

“It made it very difficult for us to understand what we were doing right and what we were doing wrong. We often wouldn’t even see a lot of the lost leads because they just wouldn’t exist in the system,” she continues.

Salesforce reflected outcomes — but not the journey that led to them.

With more than 200 users across Salesforce and connected systems, Argus Media needed a scalable way to consistently capture deal activity and customer context across teams.

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2. Leadership lacked visibility into real sales activity

Because Salesforce wasn’t updated, leadership had no reliable view of how teams were interacting with customers.

“It was impossible for leadership to be able to look up and see how many engagements we had with certain clients.”

Without that visibility, planning and forecasting became difficult.

“We didn’t have a broader understanding of how salespeople were working. You can’t do a lot of planning based on that.” 

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3. Teams operated in silos

At the same time, customer information remained fragmented across departments.

Sales, Customer Success, and Business Development engaged the same accounts — but without shared context.

“Our team is working incredibly well, but incredibly independently. This made it very difficult when they were handing over accounts to one another. ” 

Customer knowledge stayed with individuals instead of the system.

“They hold all the information they have with the client and don’t necessarily pass it on.” 

This created internal inefficiencies and affected the client experience.

“Some of that was having a negative effect on the client,” Louisa Winnik concludes.

The Solution

Rather than enforcing stricter CRM discipline, Argus Media wanted to remove friction from the process.

“We were looking for ways to support and automate the process for sales and came across Weflow.”

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Comparing multiple vendors

Louisa Winnik conducted an extensive evaluation.

“I did a lot of research. I personally spent time with many providers, and I had to extensively report to my senior staff.”

Drawing on years of implementing and managing complex business software, Louisa shares her perspective:

“Usually with vendors, you either get someone who just sells and can’t answer technical questions - or someone deeply technical who doesn’t really understand your business.”

“Within 15 minutes, it was clear this was different: Weflow’s technology would work, the technical questions were answered, and there was a real understanding of what we were trying to achieve - not just now, but long term.”

That first conversation set the tone for what followed.

“I had a first introductory call with Weflow. I think I was sold after about 15 minutes. There’s no question that the people at Weflow understood the problems that we were trying to solve and understood how we could implement those.”

Argus Media chose Weflow’s Activity Capture and Conversation Intelligence to address its CRM challenges.

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Automating CRM updates

Instead of relying on manual data entry, Argus Media focused on automation.

“Everybody was aware that it was an issue, but it was seen as a training problem… Surely there is something that we can find to support them rather than just criticise them.”

With Weflow, Argus Media can automatically sync emails, meetings, contacts, and conversations into Salesforce.

“Weflow’s Conversation Intelligence was a way of getting calls into the system with as little friction as possible for the salespeople.”

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Fast rollout and flexible configuration

Implementation was quick.

“It took almost no time at all… the actual onboarding was definitely within a week. The only time really spent was the sessions to show the team how it works.”

Beyond technical implementation, easy configuration proved critical.

“The fact that we’ve been able to edit templates so easily, group the teams and manage users, and have different settings for different users — that editability has been hugely beneficial.” 

This flexibility allowed Argus Media to adapt Weflow across departments without heavy configuration or ongoing support overhead.

The Outcome

With Weflow in place, Argus Media’s CRM evolved into a reliable system of record for customer engagement.

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Clean Salesforce data on autopilot

CRM activity increased immediately.

“The sheer number of notes that have been added was astronomically higher.” 

For the first time, interactions were consistently captured.

“We just did not see the emails and the calls being logged in the way that they are now.”

Salesforce now reflects the actual interactions happening across deals and accounts — not just final deal stages.

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Strong adoption across Sales — and growing beyond it

Sales teams quickly integrated Weflow into their daily workflow.

‍“There is very high use amongst the sales team in a way that we never would’ve seen previously.” 

Adoption expanded organically.

“It’s spreading out to the CS team already. When people hear about it, they want access.” 

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Better visibility and shared customer context

Most importantly, Argus Media now has consistent visibility into how teams engage with customers.

With calls, emails, and meetings automatically logged, leadership can see the number of engagements per account, understand how salespeople are working, and gain insight into activity across the entire sales cycle.

Customer conversations are no longer held in silos or dependent on individual memory. 

Instead, Salesforce provides a shared, reliable source of truth — enabling better planning, clearer forecasting, and more informed decision-making across the business.