AuditBoard
Challenge
After making the strategic decision to bring on a GTM Systems Leader just before ARR hit an inflection point, the challenge became how to increase delivery capacity to execute on the roadmap in place. They began searching for a vendor that could offer reliable talent with the flexibility to scale up and down with project demands.
Solution
Through a combination of Fractional & Embedded Consultants, FoundHQ helped assemble an outside team to provide strategic guidance and tactical execution across Sales Cloud, Salesforce CPQ, Marketo, Experience Cloud, and more.
Industry
Year
GTM Org
Internal GTM Systems Team
6 People
Contractors Embedded
3 Contractors
Contractor Roles:
The Resourcing Blueprint
Strategy
Execution
Consultant Utilization Levels
The Work
This partnership has evolved significantly over the years, highlighting both the flexibility and scalability available when building a Modular GTM Systems Team.
Tactical
At the start, AuditBoard’s Director of GTM Systems was a team of 1, joining in late 2021 to establish a strong foundation and set a multi-year roadmap for Salesforce. The immediate need was boosting capacity to deliver on the actual build, hiring a Fractional Salesforce Admin to fill the gap.
This individual worked in a hands-on Admin capacity, heavily focused on general Sales Cloud optimization and management of the peripheral GTM Systems Apps.
"The ability to scale the team up or down as needed makes project planning easier than ever. It means I can effectively have every skill set on-call, pulling them in when needed and spending with incredible efficiency."
Strategic
s the roadmap came into clearer focus, the needs evolved and required more seasoned, stakeholder-facing Business Analysts & Product Owners to proactively champion the roadmap and lead end-to-end delivery on various initiatives, including:
Partner Tracking in Salesforce: bring all Partner Management into Salesforce via Sales Cloud & Experience Cloud to enhance collaboration and improve insights into partner contribution.
Automation of SDR & Outbound Process: Various Sales productivity initiatives involving Sales Cloud workflow optimization, tighter adoption of Slack, and new tools deploying including UserGems, Orum, and more.
Data Security & Permissions Revamp: Critical initiatives around strengthening system security, permissions architecture, and improving compliance protocol.
And More
As other Revenue Operations functions matured within AuditBoard, FoundHQ was tapped for various non-Salesforce roles, including a Marketo Administrator, and multiple Deal Desk Analysts serving in a full-time, temporary capacity.
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