Frequently asked questions

We design and build the revenue operating system for companies that run on Salesforce: the operating model, the rhythm of business, the planning and forecasting process, the CRM and data foundation, and the enablement that keeps it working. We are a Salesforce Partner, and most engagements move from assessment to design to build. See Revenue Operations.

Revenue operations is running marketing, sales and customer success as one system: one operating model, one set of definitions, one rhythm of business, one trusted set of numbers. In most companies it was never designed, it accumulated, one urgent fix at a time. Designing it means deciding who owns what, how decisions get made, what the process is, what the data means, and then making Salesforce enforce it.

Assessment and design runs about eight weeks, fixed scope. Weeks one to three are discovery and baseline: stakeholder interviews across Sales, Sales Ops, IT, Finance and Enablement, artifact review, and capability scoring. Weeks four to eight are future-state design across five workstreams and a roadmap sequenced into 90-day quick wins and a 6 to 12 month plan. A primary lead runs the engagement day to day, with weekly status, a bi-weekly steering committee and formal milestone reviews. Build and roll-out follow as a separate, scoped phase.

Our sales operations capability model covers 86 capabilities across 12 areas, operating model and governance, deal architecture, GTM coverage, rhythm of business, planning and incentives, compensation and crediting, forecasting, sales process, CRM and technology, data and analytics, commercial intelligence, and enablement. Each capability is scored one to four (ad hoc, defined, managed, optimized) across five dimensions. The result is a heatmap leadership can agree on and a baseline to measure progress against.

Artifacts your team keeps and runs the function from: a scored capability heatmap, a target operating model, a capability model and RACI, a governance and decision-rights framework, a rhythm-of-business framework with calendar and QBR templates, a tool strategy including licensing optimization, a prioritized improvement backlog, and a consolidated roadmap.

Both. The design phase produces the roadmap; we then build it in Salesforce in sprints, configuration, integrations, reporting, with working configuration reviewed in a sandbox every one to two weeks, followed by role-based training and admin hand-over. Many clients keep us on afterwards for admin-on-demand and quarterly reviews against the capability baseline.

Sales organizations on Salesforce whose CRM and rhythm of business no longer match how they sell, often after rapid growth, M&A or a new go-to-market model. Typically the sponsor is a CRO, COO, head of sales operations or RevOps leader who needs a charter, an operating model and a roadmap they can defend. Our deepest experience is in healthcare, technology and nonprofits.

Revenue doesn't flow through Sales Ops alone, so the model maps the interfaces with Finance, IT, Legal, Marketing, Product and Customer Success alongside the core capabilities. Those stakeholders are interviewed in discovery and represented in the governance and decision-rights design, so hand-offs, approvals, bookings, crediting, renewals, are designed rather than negotiated case by case.

Assessment and design engagements are quoted as fixed-scope projects after a short scoping call. Build and ongoing operations are scoped and priced per engagement. Nonprofits receive discounted rates. Tell us about your situation and we'll come back with a proposal.

Yes. Enablement is one of the five workstreams, structure, intake, competency and adoption KPIs, and we deliver role-based Salesforce training from certified professionals with sandbox labs, scheduled around your teams' time zones. See Salesforce Training.

We maintain two Salesforce apps that came out of client work, installed directly into your org: Email2Lead Pro (inbound email to Salesforce leads) and Recruiting App (an applicant tracking system native to Salesforce). Existing app customers can find guides on the Admin Guides page and reach us through Support.

Book a free 30-minute call or use the contact form. We'll ask about your funnel and rhythm of business, look at how Salesforce is set up today, and tell you where we'd start.