Analytics Software Company Streamlines Salesforce Architecture through Strategic Design

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.  

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. 

• Strategic Consulting
• Salesforce Implementation
• Managed Services