Private Equity Systems Merger

👤 Client

Confidential

📌 HQ Location

New York, NY

👥 Team Size

450 Employees

Objective

A Private Equity firm that acquired two organizations wanted to merge these two companies into a single revenue management system. This would increase the accuracy of information, ability to upsell and cross sell, and cut down technology costs. The firm desired standardized reporting, comprehensive integrations, and a well-automated machine across both entities. While the Private Equity firm had certified Salesforce professionals on board, the complexity of migrating two Salesforce instances into a single source of truth, integrating accounting systems, and onboarding both teams into a new process required additional support to meet the challenge of a 90-day deadline.

Challenge

This company had to hit a tight deadline for such a large migration across two companies. One of the acquired companies was 150 people in size while the other was 300. In addition, the two companies had extremely different monetization models, support processes, and sales funnels. This brings together a multitude of complexities across record types, permissions, views, workflows, pipelines, etc. There had to be a balance of standardization for the teams while taking into account they each required customization. On top of this challenge, the Private Equity firm decided to migrate from QuickBooks to NetSuite at the exact same time, which required a very complex integration thrown into the mix.

Solution

The Operators at the Revenue Institute understood the business case and the technical complexity. The team started by doing a week-long deep dive into both businesses being merged. This included shadowing the sales and marketing teams, meeting with accounting, and getting leadership buy-in for a new architecture. After this, the Private Equity firm's Salesforce Administrators focused on supporting the sales teams while Revenue Institute focused on building new architecture in a full Salesforce sandbox. This required a custom integration with NetSuite, custom Apex triggers, migrating to Salesforce Flows from deprecated Workflows, and building a custom CPQ solution. The team put every focus on this project, enabling the project to be completed in 88 days - two days short of the deadline.

Results:

①

42% Saved in Licensing Costs

The Private Equity firm was able to avoid paying for two disjointed instances of Salesforce that would have cost 42% more per year due to paying for Salesforce-built features instead of building customizations that would avoid unnecessary licensing.

②

23% Saved on Client Acquisition

Both companies acquired by the Private Equity firm were able to cross-sell and up-sell with each other while the marketing teams were able to track campaigns together. This resulted in a 23% reduction in the cost to acquire new clients.

③

142 Minutes Saved per Day

Based on the workflows and integrations built for both acquired entities, the Private Equity firm estimated that each of their sales team members saved 142 minutes per day. This enabled them to focus on selling and client relationships, not data entry.

Less Spend. Less Time.
More Growth.

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