Customer Story: Equinix

Equinix guided Salesforce evaluation extension for B2B buyers

Equinix extended its existing Salesforce environment with KNVEY to support guided B2B product evaluations. The result: Salesforce-integrated evaluation experiences that give revenue teams a more purposeful way to move buyers through complex decisions.

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Deployment timeline, clearly qualified

Equinix reached integrated deployment in 60 days

For Equinix, a global digital infrastructure company supporting consultative evaluations of complex offerings, a sixty-day KNVEY deployment moved the Accelerator App from concept to integrated deployment. That implementation timeframe is distinct from the customer-facing evaluation experience it supports.

60-day deployment 60-day buyer journey 56% calculated comparison

Complex B2B Evaluation Context

A new evaluation model needed structure and control

For complex digital infrastructure offerings, sales-assisted evaluation journeys required guidance beyond the standard sales cycle. Equinix needed a consistent way to support technical validation, stakeholder meetings, approved materials, and measurable progress while keeping access and information connected to Salesforce.

Context Complex buyer evaluation Digital infrastructure decisions can require technical validation, multiple stakeholders, and coordinated sales conversations over an extended decision process. Gap No dedicated evaluation experience Representatives had a standard sales cycle, but not a formal, staged program for guiding an extended product evaluation and measuring its progress. Requirement Consistent stage-level guidance The new model needed approved materials, meeting milestones, notes, scripts, and next-step direction organized around each stage of the journey. Constraint Secure Salesforce-connected access Access and evaluation information needed to work within established Salesforce authentication, authorization, and data processes without increasing custom application scope.

Salesforce Extension Architecture

A guided KNVEY Sites experience
inside the Salesforce environment

KNVEY Forms extends Salesforce guidance through authenticated, structured forms that support Equinix’s B2B evaluation process. Forms gives sales representatives a governed way to guide participants through relevant inputs and stage-based interactions while Salesforce remains responsible for access and existing customer data.

For teams assessing a salesforce forms builder, this demonstrates a focused extension that supports guided evaluations rather than replacing Salesforce.

Salesforce Connected Workflow Model

Guide evaluations from input to sales follow-up

Equinix used KNVEY Forms to run a Salesforce-connected multi-step workflow, bringing forms for salesforce into a guided evaluation process while Salesforce continued to govern authenticated access and core CRM records.

Authenticated entry Participants entered the experience through Salesforce-managed authentication and authorization, aligning access with the existing environment.

Evaluation requirements The workflow gathered guided data capture for sales teams, helping capture the details needed to progress an evaluation.

Guided evaluation choices Multi-step prompts structured the progression so participants could move through relevant questions and selections in sequence.

Governed supporting assets Relevant materials were presented within the flow, giving teams a controlled way to connect evaluation inputs with approved information.

Notes and stakeholder context Evaluation notes and participant context could be captured as the process advanced, improving continuity between interactions.

Email and meeting coordination Sales teams could use the collected context to coordinate the next conversation and maintain a more informed follow-up process.

Salesforce record exchange API-based data exchange connected workflow information to Salesforce, complementing Salesforce instead of replacing it.

Plan Your Guided Evaluation

Assess your salesforce form builder requirements

See whether a governed evaluation workflow foundation can support guided buyer interactions, connected delivery, and the Salesforce environment your revenue teams already depend on.

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