Org assessment and roadmap
A read of your Salesforce org, data, and revenue workflow that ends in a plan: what to fix, what to rebuild, whether to stay.
Read moreSalesforce practice
Salesforce that earns its license fee.
We build, repair, and connect Salesforce for publishers, broadcasters, and B2B media companies. Most of the orgs we meet are paying for an enterprise CRM and using it as a rolodex. The gap between the two is the work.
- Sales Cloud, Service Cloud, and Revenue Cloud
- Connected to Naviga, NetSuite, and the ad stack
- Onto the platform, off it, or a lot better on it
When teams call us
Eight reasons a Salesforce conversation starts.
You’ll recognize at least one.
- 01
The org has had six admins and no architect. Hundreds of fields, dozens of page layouts, and nobody who can say which ones matter.
- 02
Sales lives in Salesforce. Orders live somewhere else. A closed opportunity is re-keyed into Naviga, Google Ad Manager, or the ERP by hand.
- 03
The renewal quote arrived. You want to know what you are actually using, what you would lose by leaving, and what it would take to stay and get value.
- 04
Reps work around it. Deals are logged at proposal stage or after the fact, and the forecast is rebuilt in a spreadsheet.
- 05
The integration is a nightly CSV. Someone runs it. When they are out, nobody does.
- 06
Reports disagree with finance. Pipeline, bookings, and revenue mean different things in different dashboards.
- 07
Two acquisitions, three orgs. Each with its own objects, its own stages, and its own idea of who the customer is.
- 08
You are moving to HubSpot, or from it. And the history has to survive the trip.
Salesforce can run a media company’s revenue operation end to end. It very rarely does out of the box, and never without someone deciding how.
What we do in Salesforce
Ten services. One lead-to-cash workflow.
The same practice we run in HubSpot, on the Salesforce platform. Each service stands on its own and each one is designed to fit the same connected system.
Plan
Know what to build, fix, or leave before spending on any of it.
Build
Implement, migrate, connect, and extend.
Salesforce implementation
Sales Cloud and Service Cloud built around advertisers, agencies, orders, and campaigns, or an existing org rebuilt on a model that fits.
Read moreMigration onto or off Salesforce
A controlled move in either direction: onto Salesforce from a legacy CRM, or off it to HubSpot, with the history intact.
Read moreIntegrations
Salesforce connected to the ad order system, the ERP, the subscription platform, and the reporting layer, so a deal is entered once.
Read moreQuote-to-cash on Salesforce
Products, price books, quotes, contracts, and orders that move from a seller’s screen to the billing system without a second keyboard.
Read moreCustom development
Flow first, then Apex, Lightning components, and API work for the parts of the workflow Salesforce cannot configure.
Read moreReporting and forecasting
Reports and dashboards that sellers use, managers trust, and finance recognizes: pipeline, forecast, activity, and delivered against billed.
Read moreRun
Keep it working, keep people using it, keep improving it.
Managed Salesforce
Ongoing administration, release management, automation builds, and data hygiene from a named team who knows your org, on a monthly retainer.
Read moreTraining and adoption
Role-based training for sellers, managers, ad ops, and admins, and the follow-through that turns a launch into a habit.
Read moreAI and automation in Salesforce
Flow automation, Einstein features, and governed assistants that take the manual steps out of the work while people keep the decisions.
Read moreWhere we work in the platform
The Clouds, configured as one org.
Salesforce sells Clouds separately. Revenue does not run separately, so we implement them on one data model with shared accounts, products, and stages.
Pipeline · Quotes · Forecast
Sales Cloud
Opportunity stages that match how media deals are sold, agency and advertiser on the same account, quotes that become orders.
Cases · Renewals · Support
Service Cloud
Case queues for ad ops and subscriber support, entitlements, and renewal workflows that surface accounts going quiet.
Catalog · Pricing · Contracts
Revenue Cloud and CPQ
Product catalog, pricing rules, quote templates, and contracts, when the pricing warrants more than standard quotes.
Custom objects · Automation · Apex
Platform and Flow
Where the media data model lives: custom objects, Flow automation, and the code that fills in what configuration cannot.
Reports · CRM Analytics · Warehouse
Data and Analytics
Native reporting first, CRM Analytics or a warehouse when the question needs ad-server or ledger data at scale.
Naviga app · Connectors · Signature
AppExchange
The Naviga app for Salesforce, e-signature, and the connectors that are honest about what they sync.
Marketing Cloud and Account Engagement are outside the practice. We connect to them; we refer their configuration to specialists.
How an engagement runs
Five phases. The same five every time.
What changes from engagement to engagement is how long each phase takes, and that is decided by what discovery finds, not by a template.
- 01
Discover
Map the workflow as it is.
- Interviews with sellers, ad ops, finance, and the people who run month-end
- A read of the org, the data, and every system that touches a deal
- A written finding: what works, what is manual, what is silently wrong
- 02
Design
Decide the model before the build.
- Object and field design: advertisers, agencies, orders, campaigns, subscriptions
- Stages and the security model the teams agree on, in writing
- Integration architecture and a migration plan with owners and cutover rules
- 03
Build
Configure first. Code only where it earns its place.
- Configuration, Flow, and reporting built to the design in a sandbox
- Migration in controlled loads with reconciliation at each step
- Integrations built and tested against real records, not samples
- 04
Enable
Make it the way work gets done.
- User acceptance testing with the people who will live in it
- Role-based training: sellers, managers, ad ops, finance, admins
- A cutover plan with a freeze, a rollback, and a named decision-maker
- 05
Run
Stay until it is steady, then keep it steady.
- Stabilization after go-live with fixes shipped as they are found
- Thirty, sixty, and ninety-day reviews against the original finding
- Handoff to your admin, or managed services if you would rather we keep it
The org you have is the sum of every decision nobody made. The one you want takes someone deciding.
How we work
Architecture, not accretion.
These are the rules we build by, whichever CRM the work is in.
- The data model comes from the business, not the default.
- Advertisers, agencies, insertion orders, campaigns, and subscriptions are real objects with real relationships. Accounts and contacts alone cannot describe a media company.
- Configuration before code.
- Flow and native features first, Apex only when it removes a manual step nothing else can. Less to maintain, less to break in the next release.
- Connected to the systems that bill.
- A deal is not done when it is closed-won. It is done when the order system and the ledger agree with the CRM. We build to that line.
- Governed automation, human-owned decisions.
- Every flow and every agent has an owner, a log, and an off switch. Automation moves the work; people make the calls.
- Inspectable by design.
- You should be able to see what the system did and why. Documentation, naming conventions, and change logs are deliverables, not favors.
- The people who scope it, build it.
- No handoff from a sales engineer to a delivery team you have never met. The person in discovery is the person in the build.
Proof
On the record.
What we can point to publicly. Ask us for the detail behind any of it.
Certified implementation and integration partner. Salesforce is one of four platforms we hold a certification on, alongside HubSpot, NetSuite, and Naviga.
PMMI Media Group. Live on Naviga Ad with the Naviga app for Salesforce, a project that consolidated three disparate systems into one order-to-cash flow.
Both directions. We implement HubSpot as a Platinum partner and Salesforce as a certified one, so a migration recommendation comes from the workflow, not the partner tier.
Twenty-three media companies on the wall. National groups, metros, local broadcast, and B2B publishers. Every one of them has an insertion order that has to become a general-ledger entry.
Work and news
Notes from Salesforce engagements.
Case studies from Salesforce engagements are being prepared for publication. The record above is public in the meantime.
Questions we get
Before you ask.
Do you do Salesforce or HubSpot?
Both, with the same team and the same method. That is the point: the recommendation to stay, move, or fix comes from your workflow, not from which platform pays us a referral.
Our org is a mess. Fix it or start over?
Usually fix it, sometimes start over, and the assessment is how we find out. A re-implementation is warranted when the data model itself is wrong for the business. Most orgs have the right model buried under years of unmanaged change.
How long does an implementation take?
It depends on what discovery finds: the Clouds involved, the systems to connect, the data to migrate, and how many teams have to agree on the model. We scope a timeline after discovery and hold to it.
What does it cost?
Engagements are either fixed-scope projects or ongoing managed services, and both are priced after discovery, when we know what the work is. A conversation is the right way to get a number. This page is not.
Can Salesforce talk to Naviga, Google Ad Manager, WideOrbit, or NetSuite?
Yes, and that connection is the center of most of our Salesforce work. The Naviga app for Salesforce covers part of it; the rest is built, because ad order systems and ERPs have rules the CRM does not know until someone teaches it.
Who owns the org when the project ends?
You do. Every engagement ends with documentation, an admin handoff, and a trained owner on your side. Managed services are available if you would rather we keep running it, but they are never a condition.
Do you do Marketing Cloud?
No. We connect to it and to Account Engagement, and we refer their configuration to specialists. Our practice is the revenue workflow from lead to cash.
Other platforms
The same practice, in the systems around it.
Most engagements touch more than one of these. The method is the same in each; the handoffs between them are the point.
Start with the stuck point
What should Salesforce be doing that it isn’t?
Bring the workflow, handoff, or report that keeps resurfacing. We will tell you whether it is a Salesforce problem, a data problem, or a systems problem, and what to do about it.