Revenue Surge through CRM Transformation For Biscom

The Client

Biscom is a long-standing leader in enterprise fax and secure document communication solutions, with over 30 years of experience serving regulated industries. Known for their innovative, scalable software, Biscom enables enterprises to automate mission-critical communication workflows, helping organizations save time and increase operational efficiency. Following an acquisition by ParkerGale, a private equity firm, Biscom entered a new phase of growth and transformation, with a specific focus on modernizing its Go-To-Market strategy and internal systems. RevBlack was brought in as a strategic partner to lead this transformation.

The Challenge

At the time of engagement, Biscom’s CRM was largely unusable and widely under-adopted by the sales team. Data quality was poor, key sales processes were not mapped to the CRM, and there were no effective integrations connecting it to the rest of the tech stack. Sales operations relied heavily on intuition rather than data, with minimal accountability to KPIs. Leaders lacked visibility into rep performance, and reporting was built manually in spreadsheets, often inaccurate and time-consuming. The absence of forecasting tools left the company with little understanding of short- or long-term sales performance, making it difficult to plan and scale effectively.

The Solution

RevBlack led a full-scale CRM transformation by first cleaning and structuring legacy data and implementing data quality dashboards to monitor input accuracy. Guardrails were embedded within Salesforce to ensure consistent data capture, supported by a “Salesforce or it didn’t happen” culture shift to reinforce compliance. The sales process was standardized and aligned with clear KPIs, including the definition of “Closed Won” indicators to improve accountability and rep performance. RevBlack also implemented automated reminders and activity tracking for lead and opportunity follow-ups. For leadership, RevBlack built weekly scorecards and automated board-level reporting in Salesforce, eliminating the need for manual spreadsheets. The results were significant: within nine months, Biscom more than doubled its net new revenue and successfully exited to Concord Technologies.

The Results

RevBlack’s work led to the successful implementation of an accurate, automated, and fully adopted Salesforce CRM, with near-100% data quality in Salesforce. Sales and Marketing processes were standardized and automated, freeing up significant time for the team and establishing Salesforce as the single source of truth across the organization. Revenue growth accelerated dramatically: the new CRM-enabled processes allowed the sales team to become highly systematic in outreach and follow-up, uncovering hundreds of valuable leads during the data cleanup. As a result, close rates improved by 10%, days to close dropped by 25%, and net new revenue bookings grew by 2.5x compared to the same quarter the previous year. Finally, RevBlack replaced manual spreadsheet reporting with automated, accurate sales and marketing scorecards, enabling leadership to spend less time preparing for board meetings and more time focusing on strategic decision-making.