How a Gas Compressor Company Streamlined Its Global Pipeline with Salesforce
A gas compressor company based in Pennsylvania with just ten employees is faced with a big challenge: their global sales and engineering teams were operating off centralized Excel spreadsheets. Critical sales activities, quote tracking, and project milestones were siloed in a single document, making it nearly impossible for the wider organization to collaborate, act on customer insights, or forecast revenue with confidence.
The mission was clear—migrate their fragmented data and build a scalable Salesforce Sales Cloud solution tailored to their engineering-heavy, EPC-driven sales model.
Building the Foundation: Quickstart, the Right Way
The implementation team used the Salesforce Quickstart program to set up the basic Sales Cloud features quickly and efficiently. The team conducted in-depth configuration workshops to understand their lead-to-project lifecycle, and tailored the system with:
- Custom fields, record types, and automation flows
- Trigger logic to tie Projects to Opportunities and Quotes
- Microsoft Outlook integration for seamless email syncing
One key decision early on: building a custom Project object to mirror the client’s contractor-style delivery model, where a single engineering company manages large-scale compressor delivery from start to finish.
Addressing Data Migration Challenges
During data migration, the team encountered several issues in the source data source – including duplicate quotes, mismatched IDs, and inconsistent or missing data values. Quotes were not linked to Opportunities, fields weren’t standardized, and tracking historical performance was nearly impossible.
Engineering a Smarter Sales Process
The unique EPC process required a different sales forecasting model. The company doesn’t follow a standard sales pipeline. Multiple quotes may be issued for different procurement companies, but only one can win. So, a custom solution was designed to:
- Mark winning quotes
- Map them to winning opportunities
- Reflect the total revenue on the Project record
We used automation and triggers to keep revenue roll-ups accurate on both Opportunity and Project and synchronized across related records.
Introducing: The Go-Get Framework
Perhaps the most unique part of this build was translating the company’s internal “Go-Get” strategy into Salesforce logic. Their approach grades each deal on two axes:
- Get: The likelihood that the sales team can close the opportunity
- Go: The readiness and competitiveness of the overall project at the EPC level
The solution was implemented using picklists on both the Opportunity and Project objects, along with custom metadata types to support probability scoring across the matrix. The result? A powerful model that gives executive leadership better visibility into where deals stand—and how to prioritize sales efforts.
Results That Matter
After enabling Sales Cloud and customizing the Opportunity-Project sales funnel, the company is already starting to reap the benefits:
- Faster quoting with cleaner data and streamlined workflows
- Better forecasting through a visual, probability-weighted sales matrix
- Quicker onboarding thanks to simplified navigation and process clarity
- Improved collaboration through Salesforce Chatter and Activity timelines