Salesforce.com . Marketing Technology
CRM Strategy . Solution Design . Implementation . Optimization
Users & developers of Salesforce since their IPO in 2004
We build CRM strategy and solutions through the lens of a growth leader! And that’s our biggest strength!
GVX has decades of experience implementing and optimizing salesforce for companies as small as a few users and as large as thousands of users. We were champions of the solution before Salesforce was mainstream. We saw the power from being deep users of the predecessors in the CRM space.
We begin with growth-leader understanding of your business, your competitive position, how you engage with clients and how you could engage to drive deeper growth. We understand that data is the very fuel and power of the CRM, and therefore needs the planning on the front end that data deserves. Whether you are planning a new implementation or searching to receive stronger ROI from it serving as the true asset of the growth engine it is designed to be, we would love to talk and explore a future vision with you.
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Developing the Salesforce strategy in alignment with the overall growth strategy, marketing, business development, and delivery process is critical to maximum ROI from the investment and building a foundation for scaling
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Growth & Value Optimization leverages the GVX Score methodology to identify and prioritize Salesforce adjustments with the highest return/transformation effort
We develop a prioritized roadmap for optimization
Optimization / configuration is completed, tested, and deployed
Baseline and post optimization results are assessed for each measurable initiative
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High-Performance growth engines run on meaningful, quality, and accessible data. As a growth advisory firm, we look at data through the lens of the consumer of the data in addition to having deep experience managing the data
We conduct a review of the data used by the marketing, business development, delivery, client service, and operational leaders to identify bottlenecks and work arounds.
We identify use cases for leveraging data more strategically in the growth and value creation journey
With a solid and prioritized plan for improving data, we then leverage decades of experience in data governance, integration, reporting, and decision support to optimize your salesforce environment for optimum data vale
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Acquisitions obviously impact more than technology. Being a growth advisory firm, GVX has the depth and comprehensive considerations for post-acquisition CRM transformation
Non-CRM implications we support;
Client Journey
Sales team alignment
Leverage of expanded client base to optimize value from acquisition
Retention of top team members during disruption of people, process, and technology
Change management
Compensation alignment
Meaningful data consistency
Sales process, pipeline management, marketing platforms, teams, and process
Sales Enablement
Pricing & proposal/deal review and approval
Agreement review and process
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GVX approaches quick starts through the lens of a growth officer, for the similar investment as a traditional implementation partner. We’ve worked with Salesforce since their IPO in 2004 and know the platform deeply. What sets us apart from many is that we’ve always been users of Salesforce to lead growth through marketing, business development teams, leadership, finance, technology, and data integration near term and building for future scalability.
Instilling growth-minded culture from everything we do …
The single-most important component of your growth engine
GVX Growth . Value Framework
SCALE
GROW
BUILD VALUE
CEO . Founder Engagement Examples
Engagement Summary A-120
Business Objective
Organization needed a 360-degree view of their clients in effort to increase client lifetime value and to gain needed efficiency and effectiveness. Client records lived in multiple systems in duplicate depending on the multiple financial products they either purchased or served as a beneficiary. This prevented the organization to have the ability to identify people who served as a consumer of one financial product and effectively target that individual to upsell or cross-sell a full suite of investment and risk management solutions.
High Level Scope
Design and implement Salesforce.com in effort to gain a single view of each client. Design, cleanse, map, manage the data migration from over a dozen different systems with millions of records to Salesforce.com.
Additional Context
Team aligned numerous stakeholders across senior leadership, all associated business functions including marketing, sales, delivery, risk and underwriting, customer experience, etc. in terms of solution architecture, revised sales process, revised data structure, key metrics, associated workflow, dashboards, reporting, data governance and integration, etc.
Numerous workstreams including, but not limited to, Sales process | strategy alignment to future state, design, implementation, testing, deployment, training, etc.
Company
A national life and casualty insurance company
Revenue:
$1.2B
Industry:
Financial Services
Growth Advisory
Salesforce
Data
Process Improvement
Solutions Overview
Engagement Summary A-121
Business Objective
Organization invested over $2M into two different attempts at providing an effective and efficient system for managing contingency search and continued to have numerous functionality, visibility, and accountability gaps in systems and process. The business objective was to close the gaps in effort to solve the process workflow needs and expand the contingency search practice area across twelve business units serving 30 countries.
High Level Scope
Develop a contingent staffing solution on the existing Salesforce platform with over 3,500 users.
Additional Context
Designed fully working POC in development org. to use in refining and aligning with all stakeholders.
Worked with all stakeholders, including division leaders, practice leaders, marketing, technology, data and analysis, etc. to manage full design, development, testing, deployment, and training for initial pilot team prior to ultimately rolling out globally.
The Salesforce version of the solution was completed within five months compared to the previous two attempts that took over three years. Productivity was significantly improved in all ten key metrics, and the solution is still in use 20 years later.
Company
Top Five Global Workforce Solutions Company
Revenue:
$4.9B
Industry:
Professional Services
Solutions Overview
Growth Advisory
Salesforce
Data
Process Improvement
Engagement Summary A-122
Business Objective
This non-profit organization, established in 1908, with the mission of improving the effectiveness of state boards of accountancy developed approximately 18 for profit business units that provide funding for the mission of the parent non-profit. The organization needed a central view of each CPA, who often served in multiple roles beginning with passing the CPA exam and becoming licensed, then serving as an employee, and often also serving on a board for a state society of CPAs. The existing Salesforce.com org. needed extensive configuration to accommodate a complex client development process requiring a 360-degree view of all engagement and involvement of each individual client.
High Level Scope
Optimize Salesforce.com and develop new functionality to support the growth strategy and Go-To-Market (GTM) plans for each of the newly created profit centers. Revise the data governance, integration, and reporting in effort to accommodate improved visibility and accountability needs of all Salesforce.com users and the leadership team.
Additional Context
Developed vision for future-state POC and aligned all key stakeholders for development and implementation plans.
Led Salesforce Development Lifecycle for business-unit specific functionality builds while aligning each to org.-wide future state
Developed and led training for each business unit as well as for executive leadership team
Company
CPA Profession Regulatory Support Organization
Revenue:
$47M
Industry:
Non Profit | Professional Services | SAAS
Solutions Overview
Growth Advisory
Salesforce
Data
Process Improvement
Engagement Summary A-123
Business Objective
Organization had two primary business objectives. First, Covid work from home mandates forced the realization that the sales operations relied too heavily on manual client files and paperwork to manage remotely. While going through discovery to resolve, I recommended the business leadership prepare to use the resulting digital client data to market to a target audience in ways they’ve previously been unable to do.
High Level Scope
Salesforce.com implementation, develop Sales Ops functionality to manage the entire client lifecycle within Salesforce.com in effort to achieve all above objectives, while gaining much improved visibility and accountability into the effectiveness, efficiency, and key business metrics of every stage of the sales process.
Additional Context
Worked closely with CEO and cofounder to help further understand the mindset shift in running their organization with improved levels of visibility and the new ability to expand the growth strategy into leveraging data that they’ve previously never had available
Developed and facilitated training for leadership, then all users in three workstreams including sales, back-office sales ops, then together.
Company
Regional Real Estate Company
Revenue:
$300M
Industry:
Real Estate
Solutions Overview
Growth Advisory
Salesforce
Data
Process Improvement
Engagement Summary A-124
Business Objective
This leading Community Development Financial Institution expanded into entrepreneurship education and development programs. They also expanded their funding sources to include limited partner investors. They discovered the business need to gain a 360-degree view of each individual in a revised data and workflow model. John Doe lived in numerous systems and in same systems multiple times, depending on the different roles they served in their relationship. As an example, the individual might live in one record as a borrower, another record as a member of the entrepreneur development program, again as an investor, and again as a guarantor of another organization’s business loan. Secondly, the organization was lacking clear ability to cross sell and nurture a client journey. Because of that, the sales organization lacked an effective, efficient, and scalable org.-wide sales process based on business unit collaboration.
High Level Scope
Transform the existing Salesforce environment to accommodate a single system of record and single 360-degree view of each individual in Salesforce.com in a one-to-many relationship with the various relationship types in the system. Transform the underlying data structure to accommodate the above, revise performance metrics and target market intel, and develop a new strategic cross-selling process inclusive of full alignment of Sales, Marketing, Sales Ops, Underwriting and Loan processing, entrepreneur development team, and pipeline visibility, accountability, and associated intel.
Additional Context
Served in role to align future-state vision and transformation plan with all stakeholders.
Significantly improved effectiveness, efficiency, value of business intel, and level of cross sell collaboration org.-wide.
Company
Community Development Financial Institution
Revenue:
$60M
Industry:
Solutions Overview
Financial Services
Growth Advisory
Salesforce
Data
Process Improvement
Engagement Summary A-125
Business Objective
Business needed to integrate a recent acquisition of a company using MS Dynamics CRM to the parent company instance of Salesforce.com. In effort to accommodate business needs and data structure of the new combined entity, it was determined that building a new Salesforce instance and migrating both existing CRMs to the new Salesforce instance was the highest ROI approach for moving forward.
High Level Scope
Determine business requirements based on deep process review of current state in effort to develop the vision and strategy for the future state version of client development, the cross-sell process, and the refined Account-Based Marketing approach. Develop change management plan to integrate newly combined sales teams and pipeline management process. In order to facilitate the above, the scope also included the revision to the Sales Ops process, field service support process, associated technology, and the client service team process.
Additional Context
Client was a Private Equity-backed company with only a six-week-old relationship with the PE Firm. I served as the intermediary to align the internal team’s vision, our recommendations, and the PE Firm’s vision.
Working closely with the internal Chief Revenue Officer and the PE Firm, we collaborated to develop sales stage probability based on prior six-month rolling actuals.
Company
Commercial provider of facility maintenance to Big Box Retailers
Revenue:
$50M
Industry:
Services
Solutions Overview
Growth Advisory
Salesforce
Data
Process Improvement
Engagement Summary A-126
Business Objective
After 17 years of growth, the organization’s revenue growth became flat for three straight years. The business objective was to transform the areas of the business that could prepare them and propel them into growth beyond $10M.
High Level Scope
Assess all aspects of the growth engine, evaluate brand effectiveness and marketing, sales process, data, existing client base, business mix, client satisfaction, client lifetime value, technology, growth strategy and team structure. Findings of the assessment led to the determination that all of the above components of the overall growth engine contained gaps and opportunities for improvement. The foundational phase of the overall transformation was determined to be a transformation from three disparate systems to Salesforce.com.
Additional Context
Began implementation with designing future-state POC of GTM/positioning transformation, including sales team realignment, establishment of practice area solution engineer SMEs to assist in value creation in the sales process, tech stack and data transformation, etc. Gained full alignment with the leadership team, all practice area leads, functional leads, etc.
Designed, configured, developed, tested, conducted all data migration, and deployed salesforce.com.
Business growth went from 0% for three years straight, to growing over 260% in three years, and has remained consistently above the industry norm of year over year growth for the last eight years.
Company
Regional Staffing and Consulting Firm
Revenue:
$26M
Industry:
Professional Services
Solutions Overview
Growth Advisory
Salesforce
Data
Process Improvement
Engagement Summary A-127
Business Objective
Improve efficiency, effectiveness, and overall productivity of trade show and event team lead gen process. Develop new process and associated integration of SharePoint data and associated workflow to streamline the sales process for the trade show channel. Improve the efficiency and effectiveness of business intel review in effort to better understand ROI of event-related marketing investment.
High Level Scope
Assess current state of event-related lead generation, associated process, tech stack, associated data, analysis, and reporting. Develop solution to streamline all of the above and achieve the business objectives.
Additional Context
Leveraging insight from the current state assessment, developed future-state recommendations and gained alignment from all stakeholders for moving forward. Recommended the total cost of ownership and ongoing administrative burden would be higher to continue to use both SharePoint for approval routing and workflow than to lift and shift that data and associated process to Force.com licensing and build that functionality out on the Salesforce platform
Designed, developed, tested, migrated data, deployed solution, and managed the cut over and parallel testing process until the full transition to Salesforce was complete and running smoothly
Company
National Property & Casualty Insurance Provider
Revenue:
$ 480M
Industry:
Financial Services
Solutions Overview
Growth Advisory
Salesforce
Data
Process Improvement
Engagement Summary A-128
Business Objective
Transform sales process and associated CRM to improve efficiency, effectiveness, visibility, accountability and accessibility. The CRM required a nightly replication of data to synchronize client and opportunity pipeline data
High Level Scope
Design new sales process and harvest more meaningful client data during discovery to improve insight into win rates as a first priority. The secondary objective was to leverage the increased level of prospect intel to use for more effective marketing for lead generation in the ongoing months.
Additional Context
Developed vision for prospect intel capture and associated data fields, reports, dashboards, and alerts to marketing
Served on QAT team and served as a national new CRM SME post transition and training
Company
National PEO
Revenue:
$150M
Industry:
Professional Services
Solutions Overview
Growth Advisory
Salesforce
Data
Process Improvement
Engagement Summary A-129
Business Objective
New owner of truck body manufacturing company planned to build a growth engine that would support the vision to scale and expand via a revised growth strategy. The path forward was to include more focus on growth through regional distributors and sell in bulk verses individual orders direct to consumer. This required a revised sales process, improved pipeline management process, improved visibility and forecast accuracy to guide production planning and capacity planning.
High Level Scope
Design, develop, test, migrate data, test, deploy, and train. Serve in growth advisory capacity to consult with new owner/CEO to transform the sales and marketing strategy and process, the pipeline management process, and the sales team org. structure for scaling.
Additional Context
In addition to the Salesforce implementation and growth advisory, was engaged to train and manage the sales team while they all embraced the new pipeline review process and closed first deals in Salesforce.
Advised new CEO on sales team leadership and considerations for the near-term search for that role.
Company
National specialty truck body manufacturer
Revenue:
$11M
Industry:
Manufacturing . Service . Wholesale . Retail
Solutions Overview
Growth Advisory
Salesforce
Data
Process Improvement
Engagement Summary A-130
Business Objective
Professional services firm continued to shift from a traditional staff augmentation model to a more traditional consulting model and therefore needed to transform the entire tech stack. The CEO’s vision was to become better positioned to continue the shift of their business model to that of a trusted advisor and more strategic thought leader approach in the sales process. The future-state vision included improved levels of business intel captured throughout the client development and expansion journey in effort to leverage improved intel quantity and quality for more tailored marketing and thought-leader discussions.
High Level Scope
Replace the current CRM, Accounting system, Time Entry, Billing, and engagement management with Salesforce.com, FinancialForce, and Target Recruit, all running on the Salesforce platform. Migrate data from all prior systems into the new Salesforce.com instance. Train leadership, Recruiting Team, Staffing Team, consulting team, Accounting, and Consultants.
Additional Context
Developed future-state vision and POC for sales, recruiting, and engagement management
Worked closely with CEO and COO to bring their vision to life.
Company
Regional Accounting & Technology Consulting Firm
Revenue:
$42M
Industry:
Solutions Overview
Professional Services
Growth Advisory
Salesforce
Data
Process Improvement
Engagement Summary A-131
Business Objective
Initial business objective was to implement Salesforce.com and HubSpot for Marketing in prep to scale and grow through the next stage of growth. Shortly after the deployment and training, the business need shifted to manage the change management process for aligning all involved in pipeline management and accurate forecasting. Upon completion of that phase, the organization was acquired by a larger firm that also used Salesforce. The objective evolved to an assessment of both Salesforce environments in effort to determine which version to migrate to.
High Level Scope
Implement Salesforce, implement HubSpot, implement data enrichment, migrate data for initial conversion, assess two environments post-acquisition, migrate data from new parent company to the acquired company’s new instance we had just launched, replicate forecasting functionality developed in the new parent’s environment in effort to create a full best of breed solution between the two. Led post-acquisition integration of the two sales teams.
Additional Context
Served as primary lead to align stakeholders within initial client and later to align the leaders of both organization post-acquisition
Organization has grown significantly through the additional acquisition, and all have migrated to the above systems. Ongoing support has been provided as an outsourced provider since the initial implementation in 2021.
Company
National Consulting Firm
Revenue:
$119M
Industry:
Solutions Overview
Professional Services
Growth Advisory
Salesforce
Data
Post Acquisition Integration
Process Improvement
Engagement Summary A-132
Business Objective
Organization had outgrown their CRM and entire tech stack. The business objective was to replace all primary components of the growth engine with a new stack.
High Level Scope
Phase I, conduct a current state assessment of the tech stack, sales process, client journey, and quality of business intel. Phase II, based on assessment results, conduct a system selection for all of the above. Phase III, manage Salesforce.com implementation, conversion from legacy accounting system to Accounting Seed (managed package on Salesforce platform), and Mission Control (project management, time entry, and billing). Manage data migration for all of the above.
Additional Context
Served in role to align all stakeholders involved, including a board member.
The new tech stack within the growth engine has allowed the organization to smoothly acquire and integrate numerous complimentary consulting firms to their core business solutions and has fueled growth and enterprise value creation.
Company
Regional Technology . Process . Data Consulting Firm
Revenue:
$53M
Industry:
Solutions Overview
Professional Services
Growth Advisory
System Selection
Salesforce . Accounting Seed . Mission Control
Data
Process Improvement
Instilling growth-minded culture in everything we do …
The single-most important component of your growth engine