Clear tender tracking and predictable revenue
The client moved from fragmented spreadsheets to a structured Salesforce setup that supports multi-year tenders, long contracts, and reliable revenue forecasts.
tender status reviews compared to Excel-based tracking
manual updates in sales and contract reporting
onboarding for new sales team members
Client & product
The client operates in the smart waste management space. They design connected waste collection solutions used by cities and public sector organizations. Sales cycles are long and complex, where tenders can take several years before turning into signed contracts.
Sales and contract data were managed in Excel and partly in SAP. Over time, files became difficult to maintain. Information was spread across documents and personal notes. Teams struggled to understand where tenders stood and which contracts were active.
Confidence in digital tools was limited across the organization. Reporting required manual effort. Onboarding new team members took time. Leadership needed better visibility into future revenue without adding more manual work.
Business challenge
Sales at the company were shaped by long public sector tenders that could run for many years before turning into signed contracts. Information about those tenders lived across multiple Excel files, personal notes, and partial records in other systems. Over time, it became difficult to understand where a tender stood, what had already happened, and what needed attention next.
Revenue planning added another layer of complexity. Contract details, product selections, and timelines were not stored in one place, which led to reporting gaps that were hard to explain. Finance and sales teams spent time reconciling numbers instead of trusting them, and leadership lacked a clear view of future revenue.
The team also faced a practical challenge around adoption. Many employees were used to Excel or even paper-based tracking and had limited confidence in digital systems. Any new solution had to be simple, structured, and practical enough to become part of daily work, while still leaving room for a future SAP invoice integration.
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Results achieved
- Moved from Excel to a working Salesforce system;
- Sales Cloud and Revenue Cloud adopted by the team;
- Clear structure for tenders and long contracts;
- Manual tracking replaced with system workflows;
- Non-technical staff able to use Salesforce confidently;
- Positive feedback and agreement to continue collaboration.
tender status reviews compared to Excel-based tracking
manual updates in sales and contract reporting
onboarding for new sales team members
Business impact
Sales and finance teams gained control over long and complex sales cycles.
Our solutions
We replaced spreadsheet-based processes with a clear Salesforce setup focused on adoption and long-term use.
- Defined clear stages for tenders and multi-year deals;
- Structured contract timelines inside Sales Cloud;
- Added reminders and tracking to keep context over time.
- Configured product catalog and pricing logic;
- Set up revenue structures for complex tenders;
- Built a workaround for product selection logic not supported out of the box.
- Created step-by-step user guides;
- Ran training sessions with key users;
- Supported the team during their first weeks in Salesforce.
- Cleaned and prepared data from Excel files;
- Moved critical sales and contract history into Salesforce.
- SAP invoice integration planned for the next phase;
- Expansion to additional business units under discussion.
Lets work together
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