Revenue Operations · case study

Revenue Analytics Dashboard

Client: Salesforce

Industry: Public Sector & Education

Year: 2021

Reporting Speed2 hours

Data Quality85%

Pipeline Tracked$250M+

The challenge

Leaders lacked a single, accurate view of pipeline, performance, and campaign contribution. Reporting relied on manual spreadsheets, leading to delays, data drift, and inconsistent insights. Data quality issues across CRM and MAP systems created mistrust in reported metrics. Regional teams needed role-based dashboards aligned to their KPIs and operational rhythms. DemandGen and Campaign teams had no scalable framework for validating or interpreting data.

Our methodology

1. BI Pipeline Architecture: Designed ETL workflows connecting CRM

BI Pipeline Architecture: Designed ETL workflows connecting CRM, MAP, and Business Objects data

2. Data QA Framework: Implemented Oracle SQL validation rules to ensure data accuracy before reporting

Data QA Framework: Implemented Oracle SQL validation rules to ensure data accuracy before reporting

3. Executive Dashboard System: Built interactive Tableau dashboards for CMOs

Executive Dashboard System: Built interactive Tableau dashboards for CMOs, regional leads, and ops teams

4. Unified KPI Framework: Standardized definitions for pipeline stages

Unified KPI Framework: Standardized definitions for pipeline stages, contribution, and attribution

5. Automation Layer: Replaced multi-day manual reporting with automated refreshes and alerts.

Automation Layer: Replaced multi-day manual reporting with automated refreshes and alerts.

The execution

BI Pipeline Architecture: Designed ETL workflows connecting CRM, MAP, and Business Objects data. Data QA Framework: Implemented Oracle SQL validation rules to ensure data accuracy before reporting. Executive Dashboard System: Built interactive Tableau dashboards for CMOs, regional leads, and ops teams. Unified KPI Framework: Standardized definitions for pipeline stages, contribution, and attribution. Automation Layer: Replaced multi-day manual reporting with automated refreshes and alerts.

Outcome instrumentation & delivery

The outcome

Measurable impact across pipeline, efficiency, and growth.

Established the analytical backbone for global GTM decisions across NGO and Education verticals

Reduced reporting time by 190% (4 days → 2 hours)

Improved data quality by ~85%

Impact trajectoryKey metrics

“Established the analytical backbone for global GTM decisions across NGO and Education verticals”

Salesforce

Outcome summary

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