Our client, a leading global software company. Leader in high technology solutions, serving sectors such as defense, aerospace, and digital security.

The main goal in this project was to integrate two Salesforce instances into a single platform, combined with the migration of the quoting system from Kugamon to Salesforce CPQ. SalesOpsGuru streamlined processes, reduced inefficiencies, and empowered the sales team to focus on high-value activities, ultimately enhancing global performance. This case demonstrates the value of systems harmonization and the strategic use of Salesforce tools in optimizing their overall sales processes.

Thales e-Security, a leading technology solutions provider, faced challenges with inaccurate sales forecasts, leading to unpredictable revenue streams and misaligned business planning. The sales leadership team needed more visibility into the pipeline, greater forecast accuracy, and better accountability for sales reps. Despite using Salesforce for CRM, sales leadership struggled to extract actionable insights from the sales pipeline due to a lack of detailed, team struggled with opportunity management and with effective pipeline visibility, impacting KPIs and real-time reporting.

To address these issues, Thales e-Security ’s Sales Operations team decided to implement FunnelSource as an app integration within Salesforce. This case study presents how the implementation of FunnelSource enhanced pipeline management and forecast accuracy, and improved overall sales performance.