How MeridianLink Brings Strategic Selling to Life With Altify

A new standard for disciplined, customer-centric revenue execution.

Like many enterprise sales organizations, MeridianLink faced the Execution Gap: the disconnect between strategy and what actually happens in the field. Their revenue teams had the right people and strong customer relationships, but execution varied. Sellers approached opportunities differently, account planning was inconsistent, and collaboration across teams took extra effort.

Account plans lived in different places. Deal reviews focused on status updates instead of outcomes. And teams lacked a consistent way to move complex opportunities from strategy to close. While Salesforce provided data visibility, it was Altify that transformed how MeridianLink executes, turning data into structured action, aligned decisions, and repeatable wins across account planning and deal execution.

The result is a shared sales language, clearer priorities, and more confidence in how deals get done. The impact has been measurable: 99% account plan coverage, a 30% increase in average selling price, and 75% of new consumer and mortgage wins using a formal opportunity plan.

See how MeridianLink closed the Execution Gap and built a foundation for predictable revenue growth.

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MeridianLink at a Glance: A Summary

MeridianLink is a leading provider of cloud-based software that enables banks and credit unions to modernize their lending, streamline account opening, and deliver faster, more seamless digital experiences to their customers. To close the gap between strategy and field execution and build a scalable revenue execution engine, they partnered with Altify.

Key Background

Client Profile: Cloud-based software provider for financial institutions
Industry: Financial Services Tech
Location: Costa Mesa, California, United States
Company Size: Enterprise organization
Tech Stack: Salesforce + Altify
Objective: Close the Execution Gap by creating a unified system for account planning, deal management, and strategic selling

Customer Voice

“The synergy between Salesforce and Altify for our sales execution is non-negotiable. This integrated platform replaces inconsistent execution with the structure and clarity we need to focus on winning deals. It’s how we supercharge our strategic selling and ensure predictable revenue growth.”
— Richard Scheig, Chief Revenue Officer, MeridianLink

The Challenge

Prior to implementing Altify, MeridianLink faced a series of interconnected challenges that limited collaboration, slowed deal progression, and introduced inconsistency across its revenue organization:

Inconsistent Execution Across Sellers: Sellers approached opportunities differently with no shared framework for qualifying, aligning, or advancing complex deals. Best practices were difficult to replicate or scale across the team.
Fragmented Account Planning: Account plans lived in different places with no single source of truth. Collaboration between sales, customer success, and leadership required extra effort and produced inconsistent outputs.
Status-Driven Deal Reviews: Without a structured approach, deal reviews became debates about status rather than strategic conversations about risk, alignment, and next best actions, reducing their coaching value.
Execution Gap Between Strategy and the Field: Translating strategy into consistent field behavior proved difficult. The gap between what was planned and what actually happened in deals limited win rates and deal quality.
Lack of a Shared Sales Language: Without a common methodology, teams struggled to align around priorities, making cross-functional collaboration harder and slowing execution across the revenue cycle.

The Solution: How Altify Transformed MeridianLink’s Sales Process

Altify provided MeridianLink with a unified, Salesforce-native revenue execution platform that directly addressed their planning, visibility, and consistency challenges. MeridianLink established Salesforce as the system of record and embedded Altify as the system of execution, replacing fragmented activity with a structured, repeatable approach to account planning and deal advancement.

A Shared Methodology With Target Account Selling (TAS)

Altify introduced a structured approach to strategic selling, enabling MeridianLink to consistently qualify, align, and advance complex opportunities. Whether teams are pursuing new logos or expanding existing accounts, everyone works from the same playbook. This common sales methodology replaced inconsistent individual approaches with a repeatable, disciplined framework for revenue execution.

A Single Hub for Revenue Collaboration

With Altify, sales, customer success, sales engineering, product marketing, finance, and leadership all collaborate in one place using a central, account-based approach. Teams can quickly spot risk, align resources, and stay focused on the deals that matter most. Altify’s Relationship Map gives the entire revenue team a shared view of stakeholder networks and buying influence within key accounts.

Better Deal Reviews, Stronger Confidence

Altify’s Test and Improve deal reviews push teams beyond surface-level forecasts. Sellers and leaders regularly pressure-test assumptions, identify gaps, and assess execution readiness, shifting deal conversations from “What’s the status?” to “What do we need to win?”

Strategic Revenue Execution Guided by Altify

Altify doesn’t just surface insights: it actively guides execution. Its AI-enhanced capabilities identify gaps in stakeholder alignment, flag risk before it impacts outcomes, and recommend the next best actions to move deals forward. If an opportunity lacks executive sponsorship or broad stakeholder alignment, Altify brings that risk to light early so teams can address it while there is still time to act.

Implementation and Onboarding at MeridianLink

Altify supported MeridianLink through a structured onboarding process focused on real-world usability and sustainable behavior change:

Sales Workflow Alignment: Embedding account-based selling and the Target Account Selling (TAS) methodology into daily revenue execution workflows
CRM Integration: Establishing Salesforce as the system of record and Altify as the system of execution, eliminating parallel tools and disconnected processes
Revenue Team Enablement: Equipping sellers, managers, and cross-functional teams with the skills to leverage structured deal reviews, Relationship Mapping, and opportunity qualification effectively
Methodology Alignment: Aligning Altify’s structured sales execution framework with MeridianLink’s existing revenue strategy to drive consistent adoption from day one

Scalable, Long-Term Benefits

Altify’s platform enabled MeridianLink to build scalable account planning processes and a repeatable execution framework that grows with the business. The revenue team is now positioned to improve win rates, increase deal size, and reduce sales cycle length over time. MeridianLink is also exploring how Altify MaxAI and Agentforce can further reduce manual work in territory and account planning, so sellers can devote more time to customers and closing high-value opportunities.

The Results: Improved Sales and Revenue Growth

Thanks to Altify, MeridianLink transformed how its sales organization operates. With Altify in place, sellers spend less time talking about deal status and more time having meaningful, strategic conversations with customers. The unified sales execution approach allows teams to achieve meaningful, measurable improvements across the organization.

Key Outcomes

99% account plan coverage, a 50% year-over-year increase, driven by a unified, structured approach to account planning inside Salesforce
30% increase in average selling price, achieved by focusing on higher-value outcomes through stronger qualification and deal discipline
75% of new consumer and mortgage wins using a formal opportunity plan, creating consistency and accountability across the revenue team
More unified and consistent execution across teams, with everyone operating from the same sales playbook and shared account view
Less admin busy work and more time spent selling, as Altify guides execution directly inside Salesforce

After adopting Altify as a core component of their revenue infrastructure, MeridianLink has established a scalable foundation for long-term growth.

Stronger Qualification, Bigger Wins

With shared visibility into the buying process, MeridianLink identifies risk earlier and qualifies deals with greater discipline. Structured opportunity plans ensure that sellers focus on the details that actually move deals forward, resulting in higher-value wins and more predictable revenue outcomes.

Alignment From Sellers to Leadership

Everyone from frontline sellers to executive leadership now sees deals the same way. Clear execution guidance and structured reviews make coaching more effective and help deals move forward with fewer surprises. The shared framework eliminated the misalignment that had previously slowed execution across the revenue cycle.

MeridianLink’s Long-Term Strategic Growth

MeridianLink now has a scalable foundation for sustained revenue growth, built on standardized account-based selling and retained deal knowledge inside Salesforce. Continuous, insight-driven engagement ensures future sellers build on institutional knowledge rather than starting from scratch. With AI-powered solutions, MeridianLink will continue to benefit from higher win rates, stronger renewal potential, and deeper account understanding through strategic account planning at scale.

Download the full MeridianLink success story to learn how they:

Closed the Execution Gap with a unified account planning and deal execution system built on Salesforce
Achieved 99% account plan coverage, up 50% year-over-year
Drove a 30% increase in average selling price through stronger qualification and deal discipline
Standardized strategic selling with Target Account Selling (TAS) methodology across the revenue team
Built a scalable foundation for AI-enabled execution with Altify MaxAI and Agentforce

Download the full success story here.