Residential Solar Firm: From Confusion to Clarity with a Streamlined Salesforce Revamp

About the Company

This Freeport, Maine-based company designs and installs solar energy systems for residential and commercial clients. Known for their customer-first approach and commitment to sustainability, they provide solar solutions tailored to individual property needs, with services ranging from consultation to long-term maintenance. Their success relies on delivering personalized service, clear communication, and data-informed decision-making.

Overview

The organization had previously adopted Salesforce and Account Engagement (Pardot) but found the system was configured with minimal understanding of how their teams actually worked. Marketing processes were not aligned with campaign structures, lead flows were inconsistently tracked, and many of the platform’s features remained underutilized. Reporting capabilities were limited, and critical sales and marketing data lacked consistency. As a result, the team struggled with low confidence in the data, confusion over campaign functionality, and high manual effort to extract actionable insights.

Approach

The team approached the engagement not as a technical reconfiguration, but as a business realignment—one that would reposition Salesforce as a system of clarity, not complexity. Early work focused on disentangling misaligned configurations and surfacing where the platform was working against the teams it was meant to support. What emerged was a clear mandate: re-architect Salesforce around how the organization actually operated, not how the system had originally been set up.

With this mandate in place, implementation focused on a few critical shifts—cleaning and restructuring campaign data to reflect current marketing motions, redesigning referral tracking into a usable workflow, and embedding automation where manual work had created bottlenecks. Key features like Einstein Activity Capture and Salesforce-native dashboards were introduced with intention, not as add-ons, but as enablers of better visibility and decision-making.

Equally important was the way change was delivered. The rollout was structured to build confidence, with targeted user engagement at every phase. Training, UAT, and adoption weren’t afterthoughts—they were core to the process, ensuring the new system would be used, trusted, and owned by the teams it was designed for.

Conclusion

The project delivered a transformed Salesforce experience—purpose-built to match the organization's sales and marketing workflows. Legacy inefficiencies were replaced with automation and cleaner data, while dashboards and reports brought much-needed visibility to campaign performance and sales metrics. The team can now manage their systems with greater autonomy and clarity. With Salesforce now working as an enabler—not a blocker—the organization is better positioned to scale customer engagement and support future growth initiatives.