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Platform: Salesforce Sales Cloud
Focus: Sales Process Design | Pipeline Visibility | Revenue Operations
Role: Solution Architect
Responsibilities: Solution Architecture | Sales Process Design | Revenue Operations Strategy | Reporting Strategy & Pipeline Visibility
Redesigned pipeline and revenue operations processes to improve opportunity visibility, standardize sales stages, and create more reliable forecasting and reporting across business teams.
The Challenge
Sales and revenue processes had evolved over time across multiple teams, resulting in inconsistent opportunity management, fragmented reporting, and limited visibility into pipeline health and forecasting. Differences in process adoption and data quality created challenges for leadership attempting to understand revenue performance and make informed business decisions.
What Changed
This initiative focused on redesigning the sales pipeline and revenue operations framework within Salesforce Sales Cloud to create a standardized opportunity lifecycle, improve forecasting accuracy and establish more reliable operational reporting. The solution emphasized scalable process design, visibility into pipeline activity and alignment between sales, business and operational teams.
Key improvements included:
Standardized sales stages and opportunity lifecycle management
Improved pipeline visibility and forecasting capabilities
Enhanced reporting and KPI tracking
Automated workflow and process controls
Clearer ownership and cross-functional alignment across teams
Core Improvements
Opportunity Lifecycle
Opportunity stages were standardized and enforced through Salesforce validation rules, guided Path experiences, and Screen Flows that directed users through required activities and completion criteria at each stage. This approach improved process adoption, strengthened data quality, and increased confidence in forecasting and pipeline reporting.
Revenue Operations Workflow
Salesforce capabilities including validation rules, Screen Flows, approval processes, forecast management, and automated notifications were implemented to support a scalable revenue operations model. The solution enabled controlled opportunity progression, streamlined cross-functional coordination, and improved visibility into pipeline performance and customer onboarding activities.
Leadership Dashboards and Reporting
Salesforce dashboards and KPI reporting were designed to provide operational visibility into pipeline health, forecasting accuracy, opportunity progression and sales performance trends. Centralized reporting capabilities provided leadership teams with real-time visibility into pipeline performance, forecasting trends, operational KPIs and revenue lifecycle activity. Standardized reporting and automated data governance improved confidence in reporting accuracy and reduced manual reporting overhead across business teams.
Architectural Perspective
This initiative focused on establishing Salesforce Sales Cloud as the operational platform supporting standardized revenue operations processes across sales, leadership, implementation and account management teams. The architecture emphasized governed opportunity progression, operational visibility and scalable process automation while reducing reliance on manual coordination and spreadsheet-based reporting.
The solution introduced a standardized opportunity lifecycle supported by Salesforce validation rules, guided user experiences, Screen Flows, workflow automation, approval processes and centralized KPI reporting. Opportunity stages, forecasting logic and reporting structures were aligned to create a more consistent and measurable revenue operations framework.
From an architectural perspective, the solution focused on:
Standardizing opportunity lifecycle management and forecasting processes
Supporting controlled opportunity progression through process governance and automation
Improving cross-functional collaboration between sales, leadership, implementation, and account management teams
Providing centralized operational visibility through dashboards, KPI reporting, and forecast management
Reducing manual reporting and spreadsheet reconciliation through governed Salesforce reporting structures
Establishing scalable process patterns capable of supporting future operational growth and reporting maturity
The resulting architecture positioned Salesforce as a centralized operational system supporting pipeline visibility, revenue forecasting, customer onboarding coordination, and long-term account lifecycle management.
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All diagrams, solution designs and supporting artifacts were created by Katrina Nemecek and adapted from real-world experience for portfolio presentation. Company names, data and implementation details have been modified or fictionalized where appropriate.
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