Executive Summary
Looper Insights has built a strong GTM foundation, but Salesforce is not yet the operating system it needs to be. With 50% user inactivity, 570 leads stuck in MQL status, and financial fields that require manual population (which rarely happens), leadership cannot trust Salesforce for board-level decisions.
This health check identifies 5 critical gaps and provides a phased roadmap to transform Salesforce into the trusted operating system for your business. Phase 1 builds the foundation: automated financial metrics, forecasting, governance (4-6 weeks). Phase 2 solves the HubSpot bottleneck with real-time integration (3-4 weeks).
Health Score Breakdown
Data quality, completeness, and structure
Workflow automation and process efficiency
Active usage and user satisfaction
Reporting, dashboards, and forecast accuracy
System integrations (e.g., HubSpot, email) and AI/analytics capabilities
What You'll Achieve
Critical Gaps
Current State
- ✗TCV, ARR, and ACV fields exist in the system but require manual population
- ✗No automation to calculate revenue metrics from opportunity data
- ✗Manual fields rarely get updated - reps forget or don't understand the definitions
- ✗Finance team maintains spreadsheets outside Salesforce as the "real" source of truth
- ✗No Revenue Scheduling enabled - can't track subscription revenue over time
What's Needed
- Enable Revenue Scheduling on Opportunity to track recurring revenue over contract period
- Build APEX automation to calculate Account ARR, TCV, ACV from child Closed Won Opportunity records and Opportunity Product data
- Make calculated fields read-only (prevent manual editing)
- Create renewal opportunities for renewable products when original Opportunity closes
- Historical snapshots to track ARR growth over time
Reference: Section 4.4: Revenue & Financial Fields
Phased Roadmap
Phase 1: Foundation
Build trust, automate revenue metrics, enable forecasting
Key Deliverables:
- APEX Automation: Calculate ARR, TCV, ACV from child Closed Won Opportunity records and Opportunity Product data. Make fields read-only to prevent manual editing.
- Forecasts & Territories: Configure Salesforce Forecasting feature, enable Quotas, set up Enterprise Territory Management (US, UK, Germany, Australia)
- Reports & Dashboards: Executive visibility for forecast, pipeline, lead conversion, sales performance
- Automation: Revenue Scheduling, automated renewal opportunities (created when original opp closes for renewable products), Einstein Activity Capture
- Governance: Validation rules (required fields per stage), field history tracking, opportunity stage redesign
- Quote Generation (Optional): Streamline quote creation from Opportunity data (optional - depends if templateable)
Phase 2: HubSpot Integration
Solve lead bottleneck at source with real-time sync
Key Deliverables:
- HubSpot Integration: Native HubSpot-Salesforce integration with real-time lead flow (eliminates Google Sheet bottleneck)
- Lead Stage Redesign: Align lead stages to HubSpot sync and actual sales process (MQL, SQL, SAL, Nurture, Disqualified)
- Data Migration & Clean-up: Bulk triage of 570 MQL leads - bulk assignment to appropriate owners or disqualification to clear backlog
- Matching Rules: Prevent duplicate Leads/Contacts from HubSpot sync (match on email, company name, phone)
Future Considerations (Phase 3+)
Once the foundation is built (Phase 1) and HubSpot integration is live (Phase 2), consider these advanced capabilities:
AI & Intelligence
Agentforce (AI Agents)
SDR Agent for autonomous lead qualification and meeting booking, Sales Coach Agent for call prep and objection handling, Service Agent for customer support automation
Einstein Conversation Insights
Analyse call/meeting transcripts, map to MEDDPICC methodology (Metrics, Economic Buyer, Decision Criteria, Pain, Champion, Competition), provide coaching recommendations and deal health scores
Einstein Prediction & Scoring
Predict renewal likelihood, churn risk, upsell propensity. Opportunity scoring to prioritise deals most likely to close
Sales Enablement
E-signature Tracking
E-signature tracking from Salesforce (requires third-party add-on)
Commission Visibility
Rep-facing commission dashboards and forecasts linked to quota attainment
Advanced Integration
Product Usage Data Integration
Integrate Looper's proprietary product usage data into Salesforce for customer health scoring and upsell identification. Custom objects or fields to track devices and products, enabling usage-based health scoring and white space analysis
Finance System Integration
Integration with finance/invoicing system to pull invoice data into Salesforce, bridging gap between Closed Won opportunities and financial actuals (feasibility depends on external platform's API capabilities)
Customer Success
Account Plans & White Space Analysis
Strategic account planning framework with org chart components to track stakeholders. White space analysis to identify upsell opportunities by tracking products/regions not being used
CS Handover Workflow
Automated task creation for CS team when deal closes, with handover checklist and required information. Case management for handling client enquiries and support issue tracking
Account Hierarchy Strategy
Strategy for handling complex media/entertainment relationships (e.g., Comcast/NBCU, BBC entities) that don't fit standard parent-child account hierarchies. Custom fields support many-to-many relationships between related entities
Pricing for Phase 3+ will be scoped after Phase 2 completion based on priorities and business outcomes.
Statement of Work - Interactive Pricing
Select Your Scope
Choose the work items you'd like to include. Hourly rate: £125.00 plus VAT
Phase 1 items are pre-selected as the recommended foundation. You can customise the scope by selecting/deselecting items.
Time-Based Agreement: This is time-based (not fixed price). The hours shown are our best estimate, but actual time required may vary as requirements are clarified or complications arise.
Billable Hours: All work is billable at £125/hour in 6-minute units (1/10th hour). We may exercise discretion to recharge hours where we've caused an issue or needed to research information we should reasonably know.
Estimates: Shorter projects are more predictable. Simple implementations are often accurate, but integrations, custom automations, and data handling may require additional time. We'll notify you if the original budget is at risk.