Replacing an under-utilised CRM with an accelerator-led Sales Cloud — account 360°, BANT qualification, bid management and leadership analytics, live in 4 weeks.
From demo to production on our pre-built accelerator
Stakeholders, deals, contracts & documents unified
Scientific opportunity scoring & prioritisation
Best practices over custom build
Our client is a global engineering and project management consultancy serving the oil & gas, refining, petrochemicals, chemicals and process industries. They deliver large, multi-year engineering, procurement and construction-management programmes for blue-chip industrial customers — a deeply account-centric business built on solution selling, long-term contracts and trusted relationships with multiple stakeholders inside every customer organisation.
A legacy CRM existed — but adoption was low, sales weren't getting value, and leadership had no data to drive decisions on a complex, account-centric business.
A previous CRM was in place but barely used — it didn't help sales execute, and leadership couldn't get the data to make decisions.
An account-centric business with large enterprise customers, sizeable deals and multiple stakeholders driving every buying decision.
Solution-selling cycles spanning months — without structured stages, SLAs and prioritisation, deals slipped silently.
Bid teams, SMEs, delivery leads and commercial all needed to co-create proposals — fragmented across email and shared drives.
NDAs, MSAs, contacts and key contractual artefacts lived across inboxes and folders — no single contractual source of truth.
Opportunities competed for attention without an objective rating model — priority was based on sentiment, not signal.
A pre-built KVP accelerator tuned to a solution-selling, account-centric motion — from account 360° to BANT, bid management, contracts and leadership analytics.
A working accelerator they could see, touch and adopt — not a long custom build.
We demoed the exact solution, reports and dashboards that addressed their challenges — no slideware, working software.
Accelerator-led delivery compressed the timeline from quarters to weeks, with leadership analytics from day one.
Our focus was mapping challenges to proven practices, clean data migration, training and leadership enablement.
Accelerator-led delivery, focused on adoption — not customisation.
Exact-fit demo on pre-built accelerator validates the solution
Map challenges to accelerator, identify minimal gaps
Tune accelerator, migrate accounts, contacts, deals & docs
Role-based training, best-practice playbooks, business UAT
Production cutover, analytics enablement, hyper-care
One platform, one process, one number — and a sales team that actually uses it.
Management finally has live dashboards on pipeline, BANT-scored deals, BDM performance and account engagement.
Sales, bid teams, SMEs and commercial work off the same account, opportunity and contract record.
Past project relevance, BANT qualification and SLA-driven engagement lift solution-selling win rates.
Because the accelerator already fit, effort went into adoption, best practices and analytics — not custom build.
With the foundation in place, the customer is now evaluating AI to elevate account engagement and scale relationships across long-term enterprise customers:
Talk to our team about our account-centric Sales Cloud accelerator — built for solution selling, long-cycle deals and account engagement at scale.
Talk to a Sales Cloud Expert