This scenario illustrates how we would approach a common challenge. It is not a description of a specific client engagement, and the outcomes listed are what the solution is designed to achieve — not measured results.
The challenge
A mid-sized firm tracks its pipeline in spreadsheets and an old CRM that few people use. Forecasts are assembled by hand, follow-ups are missed and leadership has no reliable view of the business.
The solution
Implement Sales Cloud around the firm's actual sales stages, migrate and deduplicate historical accounts and contacts, and automate assignment, reminders and pipeline reporting.
Implementation
- 1Discovery workshops with sales leadership and representatives
- 2Data model, roles and sharing design
- 3Iterative configuration in two-week sprints with demos
- 4Data cleansing, deduplication and trial migration
- 5Training, go-live and four weeks of hypercare
Intended outcomes
- A single source of truth for pipeline
- Automated follow-up reminders
- Forecasts produced from live data rather than spreadsheets