Upgrading an existing Salesforce system

Achieving better employee engagement by developing an existing Salesforce implementation

We were approached by a large retail e-commerce technology provider to determine how we could develop their existing Salesforce system. The team needed specific development to achieve better employee engagement, clearer visibility of sales and partner activity to encourage a tangible return on investment.

The Challenge

One of the customer’s main challenges included a Salesforce Sales Cloud implementation that was no longer being actively used within their organisation – resulting in a magnitude of spreadsheets being used to capture critical business data. The existing Sales Cloud system was highly configured to sales and business processes which were no longer required for the business. The large number of workflows, processes/flows, approvals, mandatory fields and validation rules included within the layout seemed to hinder rather than promote productivity for the sales and delivery teams.

The Solution

We used our proven detailed discovery and scoping workshop to understand and document the challenges, needs and current sales process with the management team. Reviewing these then enabled us all to maintain focus on the most important objectives with the greatest benefits for the business.

Our Salesforce experts worked to capture the required behaviours by developing detailed user stories and although an existing system was in place, we chose to develop a new org which required less effort and cost.

Working in an agile way, our team implemented some of the required behaviours and delivered these for customer testing. These steps were repeated until we had a system that could be user acceptance tested end to end. Finally, when the customer was happy with the behaviours and processes, we migrated the data from their existing Salesforce org and they were ready to go!


Sales Cloud


E-commerce and retail technology


AscentERP, Conga, Spanning

Partner Role:

Integrated Solution Provider

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