What we helped
our clients change.

The problem

Acquired CRM environments and manual quoting made it difficult to sell consistently across the business.

Our work

Consolidated CRM data, rebuilt quoting with CPQ and guided selling, and connected downstream customer applications.

The result

Lead-to-quote time was 7–10 days. Quote approval time fell 34%, and average ACV per sale increased 4%.

Results from the full LRN engagement, separate from the carve-out milestones below.

The problem

Customer, contract, project and support records had to move out of seller systems with restricted access and inconsistent source data.

Our work

Analyzed, cleaned and migrated GTM data across Salesforce, marketing, support, OpenAir and Jira workstreams. Prepared mappings, validation loads and a cutover plan.

The result

Product and service selling was enabled within 30 days; systems and process alignment followed in under 120 days.

These commercial delivery milestones are separate from final TSA service exit dates.

The problem

Manual billing delayed invoices and created errors, duplicate submissions and disputes.

Our work

Connected Salesforce, NetSuite SuiteBilling and Snowflake through Workato, automating invoice generation and subscription data flows.

The result

Monthly billing was reduced from several days to two days, with more accurate invoicing.

The problem

Complex pricing, technical debt and manual renewals made the Salesforce environment difficult to use and maintain.

Our work

Assessed the current environment, then reimplemented Sales Cloud and CPQ, including pricing, approvals, amendments, renewals and customer asset visibility.

The result

Automated workflows reduced manual administration and gave sales, customer success and RevOps a more reliable customer view.

The problem

Different processes and fragmented data made it harder to manage customers and scale the business.

Our work

Standardized lead-to-revenue processes and data, implemented Sales Cloud, Service Cloud and CPQ, and connected applications through Workato.

The result

Unified sales and support procedures and automated renewals created a common operating foundation across product lines.

The problem

Sales depended on NetSuite, while quoting, signatures and marketing activity needed a more connected process.

Our work

Implemented Salesforce and CPQ, integrated NetSuite through Boomi and added Adobe e-Sign. Moved marketing from Marketo to HubSpot and connected it to Salesforce.

The result

Leads, quotes, signed documents and closed deals moved through connected workflows, reducing manual sales-to-billing handoffs.

The problem

Sales and quoting processes needed a consistent model supported by customer data and downstream integrations.

Our work

Assessed the architecture and implemented CPQ processes for catalogs, pricing rules, approvals, renewals and amendments, with support and finance connections. A separate HubSpot review documented Salesforce field-mapping and sync issues.

The result

Standardized selling and quoting processes, with Customer 360 reporting and ongoing platform support.

The problem

Product and pricing complexity, legacy data and technical debt constrained the existing Salesforce environment.

Our work

Reimplemented CPQ, improved customer asset visibility, automated renewals and amendments, and supported Service Cloud and community capabilities.

The result

More consistent quoting, renewal and amendment workflows, supported by clearer customer and subscription records.

The problem

Reps needed a simpler way to discount selected quote lines and see products across an account hierarchy. Release testing and campaign tracking also needed attention.

Our work

Developed targeted discount controls, improved account-level product visibility, strengthened Apex test coverage and linked customer activity to campaigns. A separate sandbox Health Check documented configuration, field usage, security and Apex test checks.

The result

Less cumbersome selling workflows, more reliable releases and better visibility into campaign-related opportunities.

Selected delivered work within an ongoing client relationship. The Health Check workbook includes completed checks and remaining review items.

The problem

Years of patchwork integrations required frequent monitoring and made new changes difficult to deliver.

Our work

Redesigned workflows connecting Salesforce, invoicing, Sage Intacct, community, event and payment systems. Added automated alerts and improved exception handling.

The result

A more maintainable integration environment, less manual monitoring and lower compute usage.

Selected delivered work within an ongoing client relationship.

The problem

Fragmented systems, poor data quality and manual work limited sales operations and the ability to scale.

Our work

Improved Salesforce processes and customer visibility, supported acquisition-related migrations, and developed integrations, portal capabilities and data transformations.

The result

More consistent customer information and automated data flows, supported by ongoing architecture, development and platform services.

Selected delivered work within an ongoing client relationship.

The problem

Extensive customizations and redundant integrations created performance and maintenance problems.

Our work

Assessed Salesforce and CPQ, removed unnecessary components, addressed performance bottlenecks and established ongoing managed services.

The result

A simpler, more stable platform that was easier to maintain and improve.

The problem

Regional processes and disconnected tools separated sales, enrollment, scheduling, delivery and billing.

Our work

Designed and delivered a phased program using Salesforce Education and Revenue Clouds, with learner and instructor experiences and ERP, payment, tax and signature integrations.

The result

A shared operating design across sales, delivery and finance, with automation and self-service introduced through phased delivery.

Delivery is phased; this story does not mean every country or planned capability is live.

The problem

The selling process depended on repeated updates, duplicated renewal automation and manual handoffs between Salesforce and Sage Intacct.

Our work

Reviewed lead-to-revenue flows, CPQ, contract and renewal logic, data quality, integration exceptions and release practices. Documented process findings and recommendations.

The result

An assessment covering renewal generation, pricing controls, billing data, application overlap and integration priorities.

Completed assessment. Recommendations are distinct from subsequent implementation and measured financial results.

The problem

HubSpot configuration and automation needed to better support lead acquisition, qualification and the handoff to sales.

Our work

Reviewed forms, lead scoring, lifecycle rules, campaigns, workflows and Salesforce integration. Developed recommendations for simpler scoring, progressive forms, workflow maintenance and sync monitoring.

The result

A documented set of marketing operations findings and recommendations for prioritization.

Completed assessment work. Conversion and pipeline improvements were recommendations, not measured outcomes in this story.

The problem

Marketo was mainly used for batch email, while website forms and the planned CRM transition needed a more consistent lead lifecycle.

Our work

Reviewed Marketo configuration, forms, campaign automation and lead lifecycle practices. Assessed Salesforce sync options, lead assignment, scoring and reporting needs.

The result

A phased roadmap: Salesforce integration and landing pages first, followed by marketing automation, lead scoring and campaign improvements.

Delivered Health Check findings and recommendations. The roadmap describes proposed changes, not implemented results or measured conversion gains.

The problem

The sales process and connected applications needed to support a larger operation with clearer ownership of customer and commercial data.

Our work

Mapped lead-to-revenue flows across marketing, CRM, contracts, finance and customer success. Reviewed account hierarchy, quoting, renewals, integration ownership, data quality and release practices.

The result

Documented process and architecture recommendations covering sales stages, quoting and renewal controls, customer data and system-of-record decisions.

Completed assessment. The recommended changes and expected benefits were not implementation results.

The problem

Merged CRM environments, manual commercial handoffs and disconnected finance and customer systems made the operation difficult to maintain.

Our work

Assessed Salesforce architecture, lead-to-cash flows, data quality and release practices. Reviewed quoting, contracts, billing, customer support, professional services and reporting dependencies.

The result

A current-state assessment and phased roadmap separating immediate improvements from the broader Salesforce redesign and integration work.

Assessment outputs are separate from the later transformation program. Proposed integrations and benefits are not presented as completed assessment outcomes.

The problem

Complex quoting and limited visibility across customer assets, contracts and service projects made it harder to manage the customer lifecycle consistently.

Our work

Reviewed Salesforce, CPQ, data flows and release controls. Identified improvements to approvals, customer assets, renewals and the connections to NetSuite, OpenAir and contract management.

The result

Documented findings and recommendations for simplifying the platform and improving commercial and customer-operation handoffs.

The Health Check examined Salesforce and its connected data flows. Implementation in other platforms was outside this assessment SOW; later delivery is described separately.

The problem

A Salesforce environment built around an earlier selling model had accumulated technical debt and dependencies that constrained change.

Our work

Worked with TCV on technical and functional deep dives covering architecture, automation, data quality, quoting and deployment practices. Examined account structure, change orders and handoffs to delivery and finance.

The result

A documented assessment and recommended architecture direction for an account-centered lead-to-revenue model, with priorities for process and platform changes.

This story covers the delivered assessment. Subsequent refactoring was a separate workstream; sprint materials are not treated as proof of a full platform go-live or quantified benefit.

The problem

Customers could be asked to pay before eligibility and pricing checks were complete. Membership timing and manual transfers between purchase systems and finance created corrections and reporting work.

Our work

Mapped six lead-to-cash flows and reviewed Salesforce, Workato and connected applications. Examined pricing validation, invoice timing, membership activation, data ownership and finance reconciliation.

The result

Recommended validating customer and pricing details before payment, centralizing record ownership, improving membership invoice and activation timing, and reducing manual finance handoffs and integration exceptions.

Based on the April 2025 review report. Recommendations are separate from implementation; this assessment does not establish realized savings or revenue recovery.