How a Gas Compressor Company Streamlined Its Global Pipeline with Salesforce
A nimble gas compressor company based in Pennsylvania with just ten employees, faced a big challenge: their global sales and engineering teams were operating off a centralized Excel spreadsheet. 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.
When they approached our team, 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 lead manages large-scale compressor projects from start to finish.
Addressing Data Migration Challenges
During data migration, the team encountered several issues in the source spreadsheet, including duplicate quotes, mismatched IDs, and inconsistent or missing data values. Quotes weren’t linked to Opportunities, fields weren’t standardized, and tracking historical performance was nearly impossible.
Engineering a Smarter Sales Process
Another level of complexity that was identified in the initial conversation was the unique sales framework that needed to be implemented. 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 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
This 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 dual-axis model that gives executive leadership better visibility into where deals stand—and how to prioritize their efforts.
Results That Matter
While ERP integration still remains on the roadmap, the company is already reaping 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
What began as a simple spreadsheet migration evolved into a full-fledged digital transformation for a high-stakes, high-precision business.