Success Story

How NEXTDC Leverages Altify To Build Better Relationships and Grow Revenue

A new standard for collaborative, account-based selling.

When NEXTDC realized that fragmented deal reviews and disconnected sales workflows were limiting collaboration, they turned to Altify. Salesforce was in place for core customer data, but sellers were still relying on Word documents, Excel spreadsheets, and PowerPoint presentations to manage deals.

After implementing Altify’s Account Planning AI Cloud, NEXTDC created a shared environment for account and deal reviews. The solution enabled sellers to collaborate more effectively, retain institutional knowledge, and work from a common sales language.

Altify’s Insight Mapping and Opportunity Manager also transformed NEXTDC’s customer engagement. These tools helped them identify pain points earlier, close relationship gaps, and streamline execution across the entire revenue team.

The impact was immediate and measurable: stronger collaboration, greater efficiency, and the largest deal in company history.

See how NEXTDC turned fragmented deal reviews into record-breaking revenue.

NEXTDC at a Glance

NEXTDC, an ASX 100-listed technology company, faced challenges with collaboration and inconsistent deal execution despite having Salesforce in place. To modernize their sales organization and strengthen account-based selling, they partnered with Altify.

Key Background

• Client Profile: Data center operator
• Location: Brisbane City, Queensland, Australia
• Company Size: Enterprise organization (ASX 100-listed)
• Tech Stack: Salesforce + Altify
• Objective: Improve collaboration, streamline deal reviews, and strengthen account-based selling

Customer Voice

“With Altify, we were able to land the largest deal in customer history.”

— David Dzienciol, Chief Customer Officer & Chief Commercial Officer, NEXTDC

The Challenge

NEXTDC knew they needed a better way to collaborate around their CRM data. That missing piece turned out to be Altify. Prior to implementing Altify’s solutions, NEXTDC faced many interconnected challenges that limited collaboration and slowed deal execution:

• Disjointed Deal Reviews: Sales teams relied on Word documents, Excel spreadsheets, and PowerPoint presentations to prepare for deal and account reviews, resulting in fragmented insights and poor collaboration.
• Lack of a Common Sales Language: Without a shared framework, sellers approached deals inconsistently, which made it difficult to align teams and scale best practices.
• Siloed Customer Insights: Even though Salesforce stored core data, critical insights lived outside the CRM. Teams found it difficult to retain knowledge and maintain continuity when sellers changed.
• Inefficient Sales Workflows: Teams were repeating processes, recreating content, and losing valuable historical context from past deals.
• Limited Visibility Into Relationships: NEXTDC struggled to see relationship gaps clearly, understand stakeholder networks, and identify customer pain points early in the sales cycle.

The Solution: How Altify Transformed NEXTDC’s Sales Process

Altify provided NEXTDC with a unified sales platform that directly addressed collaboration and execution challenges.

Centralized Collaboration Inside Salesforce

With Altify, NEXTDC was able to bring account and deal reviews into a single, shared environment, eliminating the need to circulate documents and spreadsheets. Altify gave the entire sales organization a common language for reviewing, planning, and progressing deals.

Seamless Native Integration

Altify’s tight integration with Salesforce was a key decision factor. The solution fits so naturally that many sellers assume it is built directly into Salesforce.

Actionable Insights With Insight Mapping

Altify’s Insight Mapping proved a major benefit for NEXTDC, enabling the team to map relationships directly within Altify and identify customer pain points earlier in the sales cycle.

The team was able to enter opportunities sooner, align products and services to real needs, and see relationship gaps more clearly. Thanks to greater visibility, NEXTDC was able to strengthen critical relationships and focus efforts where they mattered most.

Opportunity Manager for Deal Execution in the Field

For NEXTDC, the real proof of Altify’s success was adoption in the field. The revenue team was able to streamline workflows, retain knowledge from past deals, and avoid repetitive work with Altify Opportunity Manager.

Sellers could revisit previous strategies, reuse proven approaches, and maintain continuity even when team members changed. The impact was tangible. Using Altify, NEXTDC landed the largest deal in the company’s history.

Implementation and Adoption at NEXTDC

Altify supported NEXTDC through a smooth adoption process focused on real-world usability:

• Sales Workflow Alignment – Embedding account-based selling into daily processes
• CRM Integration – Keeping all insights inside Salesforce
• Field Enablement – Making tools intuitive and practical for sellers
• Knowledge Retention – Allowing teams to reuse past deal strategies and maintain continuity

The Results: Improved Sales and Revenue Growth

Thanks to Altify, NEXTDC transformed how its sales organization operates:

• Improved Collaboration and Efficiency: Altify’s solutions helped NEXTDC’s entire sales team “speak the same language,” streamlining their sales process and enhancing collaboration.
• Native Salesforce Integration: A key factor in NEXTDC’s decision to choose Altify was its seamless, native integration with Salesforce. Many team members assume it’s a built-in feature.
• Improved Insight and Relationship Mapping: Altify Insight Mapping helped NEXTDC identify customer pain points early in the sales cycle, understand customer relationship gaps, and map products and services to specific customer needs.
• Landmark Deals: With Altify, NEXTDC landed the largest deal in its history.

According to Chief Customer Officer David Dzienciol, Altify’s impact is best demonstrated by its adoption in the field, where the account manager responsible for the record-breaking deal credits the software as essential to their success.

NEXTDC’s Long-Term Strategic Growth

By retaining deal knowledge and standardizing account-based selling, NEXTDC now has a scalable foundation for sustained revenue growth. Continuous insight-driven engagement ensures that future sellers can build on past success rather than starting from scratch.

Download the full NEXTDC success story to learn how they:

• Landed the largest deal in company history
• Implemented account-based selling at scale
• Streamlined deal reviews across their revenue team
• Used Insight Mapping to close record-breaking deals
• Built lasting field adoption inside Salesforce

Download the full success story here.

Next Steps

Want to see how your company can benefit from Altify’s solutions?

Take the next step toward improving sales collaboration, strengthening customer relationships, and driving measurable revenue growth.