Developing a roadmap for optimizing Salesforce processes across an organization

Client’s Challenge

Consolidating CRM Tools

Our client was missing sales opportunities and needed to consolidate the CRM tools in use and improve how their marketing teams were using Salesforce.

Our Solution

Salesforce Optimization Roadmap

Our team developed a Salesforce optimization roadmap detailing opportunities to improve Operational and Sales processes within their current Salesforce instance.

Value Realized

More Functional Salesforce Instance

We identified significant opportunities to improve our client’s operational and sales processes and how the Salesforce instance works within the organization.

Optimizing the areas defined in the future state roadmap gave our client more robust capabilities to track and capture sales. It also gave them the ability to develop more accurate reporting and forecasting capabilities, positioning the organization for greater success.

Project Details

Our client had multiple, independent sales and marketing teams with various CRM tools, leading to suboptimal Salesforce processes related to the Marketing and Sales funnel. ​ They were missing sales opportunities and asked us to assess their Salesforce instance and develop a plan for process improvement.

Our team conducted one-on-one interviews with relevant stakeholders and walk-throughs of the current Salesforce instance and processes used by various business areas.  We documented their existing business processes and goals related to Sales and Marketing management within Salesforce.  We also identified and defined critical KPIs (Key Performance Indicators) for key business areas.

We assessed the current Salesforce and MCAE configurations, campaign hierarchies, pipeline management, analytics, and data flows between enterprise tools.  We formulated recommended changes in Salesforce and business practices to optimize tools, including CPQ, and to confirm data flows between enterprise tools met business objectives.  Our recommendations were based on our Salesforce experience, best practices, industry knowledge, and optimization of tools available.

The InfoWorks management consulting team delivered a future state plan and roadmap detailing business process improvements, operational best practices, and necessary recommended changes to Salesforce. We also provided proof of concept reports and dashboards to demonstrate critical KPI reporting capabilities. These recommendations will streamline the organization’s Salesforce operations, increase efficiency, and improve ROI on their Salesforce investment.

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