Scaling in Cloud Consulting with Salesforce

Account the Company

This IT consulting firm, boasting over 800 consultants across multiple geographies, used an Agile project delivery approach to implement SaaS CRM solutions for medium-sized businesses across APAC. It had a B2B enterprise sales team, an inside sales team for demand generation, and a marketing team. The firm needed a unified CRM and marketing system to streamline its operations which were run on multiple excel sheets, databases, and multiple freemium SaaS products, While the system were good for the initial growth phase, they were proving to be inadequate for scaling from 100 to 1000 consultant team.


Business Challenges

The company faced several challenges due to the absence of a centralized system:

  • Inefficient Lead and Opportunity Management: The sales teams struggled with scattered data, which led to inefficient lead and opportunity tracking and management.
  • Poor Collaboration: The lack of a unified platform made it difficult for teams across different geographies to share insights and strategies effectively.
  • Inadequate Analytics: The marketing and sales teams needed help to ensure accurate performance metrics, impacting their ability to make data-driven decisions.
  • Resource Management Issues: Resource allocation was often suboptimal without a system to track and manage the skills and availability of their vast consultant base.

Scope of Salesforce Implementation

The Salesforce implementation aimed to address these challenges through:

  1. Sales and Inside Sales Enhancements: Lead and opportunity management tools, automated email campaigns, and integration with telephony systems for enhanced communication.
  2. Marketing Support: Salesforce Marketing Cloud to manage campaigns, create personalized customer journeys, and provide detailed analytics.
  3. Project Delivery Optimization: Configuration of Salesforce to support Agile project management, including tracking milestones and managing resource allocations.
  4. Data Centralization: Establishment of a single source of truth for all operational data to ensure consistency and accessibility.
  5. Scalability and Customization: Customize Salesforce to meet specific business needs and ensure the platform scales with the company’s growth.


The Salesforce implementation delivered significant benefits:

  • Enhanced Sales Efficiency: Streamlined processes and better lead management increased the efficiency and effectiveness of the sales teams.
  • Improved Collaboration: Salesforce and Slack enabled seamless communication and strategy sharing across the company.
  • Advanced Analytics: Real-time insights from Salesforce dashboards allowed teams to adjust strategies promptly and improve overall performance.
  • Optimized Resource Management: Better management of consultant allocations led to improved project outcomes and client satisfaction.
  • Greater Scalability: The firm handled increased demand and expanded its services without compromising performance.

Salesforce implementation by enabled the IT consulting firm to streamline its internal processes and enhance its service delivery, positioning itself as a SaaS implementation market leader.