Analytics Software Company Streamlines Salesforce Architecture through Strategic Design

Adopting Salesforce as a Core Business Application

Salesforce Sales Cloud

Strategy & Design

Project Timeline
Phased Approach


Our customer is an established software solutions company providing advanced analytics to industrial clients.  

Following an organization-wide shift to adopt the MEDDICC sales methodology, the company needed to modify and enhance its Salesforce instance to align with newly established sales processes. Bogged down by its existing architecture, which was heavy on manual processes, an inefficient quoting process, a tangled web of 25 integrations into Salesforce, and a lack of visibility into sales team activities and efforts, this restructure was no simple task.  Their in-house Salesforce administrator had limited bandwidth to address the architecture evolution and necessary technical enhancements, and the organization knew it needed to seek outside help.  

They elected to meet with TruSummit because of TruSummit’s reputation for a consultative, thorough approach to strategy and design engagements. They wanted a partner who would collaboratively create a design and provide strategic, detailed architectural guidance — the last thing this client needed was another surface-level solution.  


Perception of Salesforce as lacking usability: Due primarily limited user knowledge of overall Salesforce capabilities and a confusing user experience within the tool itself

Decreased productivity for Salesforce users: Salesforce users were bogged down in manual processes and had to use multiple systems and platforms to perform simple daily tasks

Inefficiencies in quoting process: Multiple approvals and a disjointed quoting workflow resulted in an inefficient, ineffective quoting process


Mitigating Risks and Overcoming Pain Points

To begin, TruSummit led discovery meetings with the client’s Salesforce administrator, its key stakeholders, and internal Salesforce “customers” such as sales and marketing. Through the discovery sessions, TruSummit gained a deeper understanding of the organization’s Salesforce struggles and set to work developing a strategic roadmap and platform architecture that would mitigate the identified risks and enable the organization to leverage Salesforce as a core business application.   


In the final stage of the engagement,  TruSummit presented a design that established Salesforce as the single source of truth across the customer’s complex technical landscape. Manual processes that totaled hundreds of steps were greatly streamlined, the quote process was simplified, and integrations were enhanced; all elements of the future state design would enable the client’s Salesforce instance to scale as the organization grew. 

Saving Time
Reduced a 144-step manual process to just 25 steps, resulting in significant time savings
Saving Money
Identified redundancies that reduced the tech stack by 20% with significant cost savings
Process Alignment
Salesforce architecture mirrored new sales methodology, ensuring sales alignment
Strategic Alignment
Forward-looking roadmap established Salesforce as a core business application

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