How Vareto used Swantide to quickly implement Salesforce
“We don’t have sophisticated RevOps, we don’t have anyone who’s an expert in that area. So for us to be able to behave like a mature business, without all the in-house expertise - that's really where the value of Swantide's platform comes in for me."
Ian Straussman
Chief of Staff @ Vareto
Background
Vareto is a Series A startup that provides FP&A software to Mid-Market and Enterprise companies. Their goal is to drive operational efficiencies by promoting collaboration between Finance and their business partners. Vareto’s platform empowers finance leaders to approach their partners with confidence and clarity.
Vareto's top three goals:
Challenges
Vareto had begun to expand headcount on their GTM teams and needed their revenue systems to keep pace. Salesforce implementation was a big piece of this, but they hadn’t hired anyone with extensive experience in this area. Their Chief of Staff was responsible for overseeing this project and was looking for a partner who could provide Salesforce implementation that fit their budget and timeline, as well as set them up to scale.
Several of Skyflow’s leaders actually came from Salesforce so they understood the value of investing in a powerful CRM. They were growing quickly, had lofty goals for scale, and required a full-funnel view of their sales pipeline. They needed to be able to report on metrics, scale their sales ops, and do so quickly without bringing on an additional consultant or hire.
Solution
Swantide’s platform handled Vareto’s needs during implementation and continues to be an ongoing source of value today. Within 2 weeks of starting to work with Swantide, Ian used Swantide to transfer legacy data into Salesforce and enable the processes that Vareto’s sales and executive team required. This included:
Swantide’s platform handled Vareto’s needs during implementation and continues to be an ongoing source of value today. Within 2 weeks of starting to work with Swantide, Ian used Swantide to transfer legacy data into Salesforce and enable the processes that Vareto’s sales and executive team required. This included:
- Configuring their price book to determine the products, prices, and quantities for each Opportunity in their pipeline
- Automations that track renewals and update other fields when closing Opportunities
- Bring new leads from their website into Salesforce
- Guardrails to enforce certain behaviors from their sales reps, like creating Opportunities in Stage 1 to ensure conversion metrics are tracked consistently.
- Dashboards that showed key sales metrics, such as weighted and unweighted pipeline, conversion rates across their sales process, most productive lead sources, phone calls and emails by sales reps, and more
- Slack notifications that trigger when Opportunities are Closed Won or Closed Lost
Vareto has enabled 40 Swantide workflows to date, all of which were included in their subscription, so there was no risk of the project running over budget. The Vareto team continues to leverage the Swantide platform to make updates to their current workflows and enable new ones as needed.
Outcomes
Budget fit
Salesforce implementation that fit their scope, budget, and timeline
Trustworthy data
A clear understanding of their key sales metrics and the confidence to trust their data because the right guardrails were put in place
Ongoing support
Ongoing support to update and build new workflows as their GTM motion changes and evolves
s
