OBJECTIVES
Dupont Circle Solutions (DCS) was hired by a private equity backed SaaS company in the public affairs space to lead the systems integration plan through the acquisition of a competitor. Over a six month time period, DCS lead the strategic planning, design, and overall integration of the two 150+ FTE companies’ systems. Both organizations had established systems across multiple business functions, including: Marketing, Sales, Customer Success, Finance, and Support.
APPROACH
The DCS team lead:
- Discovery & Design: Gaining and understanding the current processes and systems landscape of each cross-functional team.
- Unified SFDC System Build Out: Building out a system design plan for lead-to-cash, including Salesforce instance that needed a full CPQ audit and rebuild to include both companies’ full price books and rules, as well as the ability to accommodate a new motion for cross-selling customers.
- Data Migration & Transformation: Spearheading the complex process of combining data from the two organizations, which include a significant amount of customer/target account overlap.
- Reporting: Building out new reports and dashboards for multiple executive stakeholders that increased the accuracy of combined operations and forecasting.
- Training & Support Documentation: Building comprehensive documentation to ensure the merged entity’s team could understand and navigate the new systems seamlessly.
BENEFITS
- One combined Salesforce system with historical data included for both companies.
- New reporting and forecasting, including a new CPQ to streamline pricing & onboard Sales rep.
- New scalable framework to support future mergers and acquisitions.