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How We Automated 14 Hours/Week of Manual Sales Ops Work Inside Salesforce
At the start of every RevOps engagement, we ask the sales team the same question: what do you spend time on in Salesforce that you wish you did not have to do?
Every VP of Sales we talk to has a version of the same story. The pipeline report shows $2M in the forecast. The quarter closes at $800K. The gap does not feel like bad luck — it feels structural. Because it is.
Pardot — now Marketing Cloud Account Engagement — is one of the most powerful B2B marketing automation platforms in the Salesforce ecosystem. It is also one of the most commonly misconfigured.
The Salesforce configuration that works for a 20-person startup is not the configuration that works for a 100-person growth-stage company. And the setup that gets a Series A SaaS company to $10M ARR is almost never the one that takes it to $30M.
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