Case study · Software company
One Salesforce org for a software company that grew by acquisition
The client makes developer software and grew by acquiring other software companies. Parquet migrated an acquired company's Salesforce org into the client's, built a Salesforce Site where customers submit usage, rolled usage up to accounts for ACV and ARR reporting, automated renewal emails, and connected Zendesk, Slack, Chili Piper, ZoomInfo, and 6sense.
At a glance
- Client
- Software company
- Industry
- Software (developer tools)
- Status
- Ongoing
- Platforms
- Account Engagement (Pardot), HubSpot, Salesforce, Sales Cloud
- Services
- Customer Success Operations (CS Ops), Finance Operations (FinOps), Sales Operations (SalesOps), Tech Stack Integration
The challenge
- Acquired companies arrived with their own CRM data, contracts, and processes.
- Usage-based customers reported usage outside Salesforce, so revenue reporting was incomplete.
- Renewals, territories, and opportunity teams were managed by hand.
What we built
Org migration
Object and field mapping, a developer sandbox, a full backup, and migration of the acquired company's Salesforce data, including contract statuses.
Usage reporting
A Salesforce Site for customer usage submissions, usage records rolled up to the account, and ACV calculation.
Renewals
Automated renewal emails, next-renewal reporting, price-adjustment handling, and overdue invoice logic.
Sales operations
Territory and customer success assignment rules, default opportunity teams by record type, required fields by stage, and approval validation.
Integrations
Zendesk account sync, Slack deal notifications, Chili Piper meetings, ZoomInfo, 6sense, Goldcast, and HubSpot email logging.
The result
- Acquired customers and contracts live in the same org as the core business.
- Usage-based revenue is visible on the account alongside subscription revenue.
- Renewal reminders go out automatically instead of from a spreadsheet.
Technology
Salesforce Sales Cloud, Salesforce Sites, Account Engagement (Pardot), Zendesk, Slack, Chili Piper, ZoomInfo, 6sense.
Platforms
Services
Questions we hear
How do you merge two Salesforce orgs after an acquisition?
Inventory both orgs' objects and fields, decide which processes win, back up the source org, migrate in a sandbox first, then load production data with owners, contracts, and history preserved.
Can Salesforce track usage-based billing?
Yes. Here customers submit usage through a Salesforce Site, usage records roll up to the account, and ACV and ARR reports include usage revenue.
More case studies
- Industrial supply (precision measuring instruments)
Industrial supplier
An AI agent that turns quote-request emails into Salesforce quotes
- Specialty retail (pianos)
Piano retailer
Running a multi-showroom piano business on one Salesforce org
- Commercial finance (factoring)
Commercial lender
From website form to signed credit application, without re-keying
Have a process like this?
A 30-minute call is usually enough to tell whether the fix is process, data, configuration, or AI.