“PayScale didn’t have a challenge acquiring leads. The company was scaling so rapidly, in fact, that PayScale found its sales and marketing infrastructure disjointed and chaotic. PayScale was using Salesforce.com for its CRM and had already chosen Marketo as its marketing automation platform, but had not implemented Marketo fully. The environments had been created over time, but not optimized. The company was executing campaigns, but didn’t totally understand all of the robust functionalities of Marketo, and was not getting anywhere near the full benefits possible with marketing automation software. Data quality issues were rampant, and use of the reporting and analytics features was nearly nonexistent. PayScale was also using a primitive filter in Salesforce.com to determine whether or not to pass leads to its sales team, which proved time- consuming and problematic. PayScale needed a complete reset of its marketing automation system and CRM process.