Fortress / 2020–2026
Taking ownership of the revenue platform
From a platform ownership gap to a shared foundation for accounts, opportunities and pipeline decisions.
A foundation for revenue decisions
- AccountsCustomer context
- OpportunitiesSales pipeline
- SalesforcePlatform ownership
- Sales dashboardsWorking views
- Board reportingWeighted pipeline
Vivek took end-to-end responsibility and hired a Salesforce administrator.
Read the complete architecture & boundaries
An information map of CRM capabilities, not a deployment or API diagram.
- Own the platform. Vivek took end-to-end responsibility and hired a Salesforce administrator.
- Structure the CRM. The team developed accounts, opportunities and sales pipeline capabilities.
- Make the information useful. Sales dashboards and weighted pipeline views supported internal reviews and board reporting.
THE PROBLEM
What needed to change.
During a Salesforce renewal negotiation, the platform owner left. The business needed someone accountable for both the platform and the decisions it supported.
MY CONTRIBUTION
Where I came in.
I took end-to-end responsibility for Salesforce, hired a system administrator and led the platform’s development around business needs. My work also included hands-on design and implementation of flows, Apex, custom applications, reports and dashboards.
Working with the administrator, we developed CRM capabilities for accounts, opportunities, sales dashboards and pipeline reporting.
THE APPROACH
How it came together.
- Establish platform ownership and dedicated administration.
- Organize account and opportunity information in Salesforce.
- Support internal reviews and board reporting with weighted pipeline views.
THE OUTCOME
What the work made possible.
The CRM provided a shared foundation for sales pipeline reviews and board reporting. This is a platform leadership story, with implementation delivered as a team.
Technical & implementation detail
Technologies described in this account: Salesforce.
The CRM centered on accounts and opportunities, with sales dashboards and weighted pipeline reporting for internal and board reviews. Platform accountability and Salesforce administration were separate responsibilities.