Case study · Research firm
Revenue operations for a research firm with many business units
The client is a technology research and advisory firm with several business units and recent acquisitions. Parquet runs its revenue operations in monthly sprints: improving the Salesforce to NetSuite integration, loading quotas by salesperson, account, and business unit, building revenue dashboards, automating scopes of work, sending lead alerts to Slack, and onboarding acquired businesses into Salesforce.
At a glance
- Client
- Research firm
- Industry
- Technology research and advisory
- Status
- Ongoing
- Platforms
- HubSpot, Claude, Salesforce, Sales Cloud
- Services
- Finance Operations (FinOps), Sales Operations (SalesOps), Tech Stack Integration
The challenge
- Revenue sits across Salesforce and NetSuite, and leadership needed one view by business unit.
- Quotas, subscriptions, and research points were tracked inconsistently.
- Each acquisition brought a new team that needed its own business unit, quotas, and dashboards.
What we built
Finance integration
Salesforce to NetSuite integration review and improvements, with the integration user moved to a dedicated account.
Quotas and dashboards
Quotas by salesperson, account, and business unit, company and business unit revenue dashboards, and year-over-year change.
Scopes of work
A new SOW generator, template and terms updates, and a pre-sales checklist.
Sales workflow
Slack alerts for incoming leads and events, a lead assignment queue, stage entry and exit criteria, and TaskRay project access for sales.
Acquisitions
New business units, quotas, and revenue reporting for acquired companies.
The result
- Leadership reviews revenue by business unit from Salesforce dashboards.
- Newly acquired teams get quotas and reporting in the same system as everyone else.
- Work ships in monthly sprints with a visible backlog.
Technology
Salesforce Sales Cloud, NetSuite, Slack, TaskRay, monday.com, HubSpot Sales Hub (evaluation).
Platforms
Services
Questions we hear
Can Salesforce and NetSuite share revenue data?
Yes. We maintain the integration between them so closed deals flow to NetSuite and revenue reporting in Salesforce matches finance.
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