Sales Cloud
Certinia and Salesforce Unite Professional Services Delivery and Financial Operations for a Growing Consulting Firm
Client Overview
A growing professional services and IT consulting firm delivering multi-year engagements across several practice areas was experiencing increasing complexity in project delivery, resource planning, billing, and revenue reporting. As the firm expanded its team and project portfolio, sales and delivery teams began relying on separate systems. Closed-won opportunities were manually transferred from Salesforce into spreadsheets and disconnected finance tools, creating delays in project kickoff and limiting visibility into project performance. The organization needed a connected Salesforce and Certinia environment to streamline the transition from sales through project delivery, billing, and revenue recognition.
Business Challenges
- •Sales and delivery data were maintained across disconnected systems
- •Manual project setup after closed-won opportunities delayed project kickoff
- •Limited visibility into resource capacity and utilization
- •Project managers lacked a unified view of budgets, expenses, and margins
- •Timesheets and expenses were tracked outside the CRM
- •Manual reconciliation between contracts, billing, and revenue recognition
- •Inconsistent reporting made forecasting and decision-making more difficult
Technology Used
- •Salesforce Sales Cloud
- •Certinia Professional Services Automation (PSA)
- •Salesforce Accounts, Contacts & Opportunities
- •Certinia Project Management
- •Certinia Resource Management
- •Certinia Time & Expense Management
- •Salesforce + Certinia Integration
- •Revenue Recognition & Billing
- •Salesforce Reports & Dashboards
Salesforce Implementation Overview
- •Connected CRM & PSA Operations
Salesforce opportunities, accounts, and contacts were connected with Certinia to establish a shared customer and engagement context. Certinia PSA centralized project delivery, resource management, timesheets, and expenses within a structured operating model.
- •Automated Opportunity-to-Project Handoff
Closed-won opportunities automatically initiated project creation in Certinia, carrying relevant customer, scope, pricing, and contact information into the delivery environment. This reduced duplicate data entry and helped delivery teams begin work faster.
- •Resource & Project Visibility
Resource management processes were centralized to provide delivery leaders with greater visibility into capacity, utilization, and project assignments. Project managers could monitor budgets, expenses, delivery progress, and project performance from a connected environment.
- •Billing & Revenue Automation
Salesforce contract and opportunity information was aligned with Certinia project and financial processes. Revenue recognition schedules and billing workflows were connected to project milestones, helping finance teams reduce manual reconciliation and improve financial accuracy.
- •Unified Reporting & Dashboards
Sales, project, resource, and financial information were brought together through connected dashboards. Leadership gained visibility into pipeline, resource utilization, budget performance, project margins, and overall delivery performance.
Business Impact and Results
- •Connected sales, project delivery, resource management, billing, and financial operations to support scalable professional services growth.
- •Faster project kickoff through automated Salesforce-to-Certinia handoffs
- •Reduced manual data entry and duplicate project setup activities
- •Greater visibility into project budgets, expenses, and profitability
- •Improved billing accuracy through connected contract and project information
- •Reduced potential revenue leakage through automated financial processes
- •Stronger governance through standardized workflows and activity tracking
- •Scalable operating model to support continued project and headcount growth
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