About the client
The client is a reputable, fast-growing home construction company in California. Known for their quality craftsmanship and personalized customer journey, they manage hundreds of home projects simultaneously, from initial lot sales to post-build customer service. Their sales process is complex, involving land acquisition, custom design choices, financing, and long-term client relationships.
Country:
USA
Industry:
Construction
Service:
Salesforce Sales Cloud and Service Cloud implementation, Salesforce customization, data migration, ERP integration
Duration
October 2024 - March 2025
Model:
B2B
Team size:
1 Project Manager, 1 Solution Architect (who can also do configuration), 1 Developer (full-stack, Apex & LWC), 1 Data Migration Specialist, 1 QA Engineer.
Key technologies:
Salesforce Sales Cloud, Salesforce Service Cloud, Lightning Web Components (LWC), Apex, Data Loader, Salesforce Flow
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Client’s challenge
The client's growth was being slowed down by an obsolete, on-premise sales tool. It couldn't handle their scale, lacked mobile accessibility for their on-the-go sales team, and provided zero visibility into the pipeline. Besides, it did not integrate with the client’s SaaS ERP for construction management and finance. Deciding to modernize, they chose Salesforce to take on their sales processes.
First, they hired an offshore development team to manage the migration, with one non-negotiable requirement: no disruption to business operations.The project failed.
The offshore team, lacking expertise in complex data migration and Salesforce technicalities, was fired midway.
The client was left with the following setup:
First, they hired an offshore development team to manage the migration, with one non-negotiable requirement: no disruption to business operations.The project failed.
The offshore team, lacking expertise in complex data migration and Salesforce technicalities, was fired midway.
The client was left with the following setup:
- Two disconnected systems: their old system and the new Salesforce instance were running in parallel, but badly integrated. Data was siloed and inconsistent
- Operational gridlock: sales representatives had to enter data into both systems, doubling their workload and causing immense frustration. Critical information was lost in the shuffle
- No single source of truth: management couldn't get accurate reports on sales, inventory, or project status, making strategic decisions impossible
- A stalled business: the very disruption they sought to avoid was now their reality. Sales cycles lengthened, and employee morale plummeted
The client needed a new partner not just to complete the migration, but to perform emergency surgery on their Salesforce org.
Solutions
The client came to NEKLO by recommendation for our proven track record in Salesforce implementations and complex data migrations. We immediately deployed a dedicated team of Salesforce experts who followed an Agile 3-phase approach:
Diagnosis
We conducted a deep-dive audit of the existing Salesforce setup and the old system. It turned out that refreshing the Salesforce org and redoing the setup would cost the client less than continuing from where the previous vendor left. Thus, we halted the dysfunctional dual-data-entry process and asked the client to temporarily stay with the old system only, while we re-architected Salesforce.
Salesforce setup, customization and ERP integration.
First, we wanted to properly prepare Salesforce org to meet the client requirements, before starting any data migration. Key configuration steps included:
- Unified Sales and Service Clouds: we implemented a single platform to manage the entire homeowner journey, from lot selection and design choices to post-construction warranty service, all according to the client’s requirements
- Custom objects for projects: created tailored objects for "Home Projects," "Lots," and "Design Choices," giving everyone a 360-degree view of each build
- Automated workflows: automated critical processes, such as sending updates to homeowners at key construction milestones and assigning service tasks after closing
- Mobile-ready setup: we optimised Lightning record pages, permissions, and layouts to ensure the sales management teams could access and update key records directly from their mobile devices
- ERP integration: we built a custom API integration to sync key data points between Salesforce and the ERP. When a sales opportunity is marked 'Closed-Won' in Salesforce, it automatically creates a new 'Project' record in the ERP, triggering the resource allocation process. Additionally, key construction milestone dates from the ERP are visible on the corresponding Salesforce project record
A Meticulous, Three-Part Migration Strategy
Our top priority was a flawless data cutover with zero disruption. We achieved this through a rigorous, three-part migration strategy:
- Trial migration & validation: weeks before go-live, we performed a full mock migration of the client's data into a sandbox environment. This critical "dress rehearsal" validated our scripts and processes, allowed the client's team to test and confirm data integrity, and gave us a precise timeline for the final cutover
- Historical Data Migration: With the process proven, we migrated all stable, historical records, including completed projects and customer history, into the new production Salesforce org. This de-risked the final step by handling the bulk of the data in advance
- Live Data Cutover & Go-Live: this was planned for a weekend in order not to have new data created during the migration. During that final go-live weekend, we executed a controlled cutover. We synced all active records and implemented a "delta capture" to migrate every single change made in the old system right up until the moment of decommissioning. This ensured the sales team started Monday morning in a complete, accurate, and fully operational Salesforce system
The old system was fully decommissioned once all validations passed.
The sales team attended a demo early Monday morning, received usage manuals, and had access to the NEKLO support team for any clarifications.
The sales team attended a demo early Monday morning, received usage manuals, and had access to the NEKLO support team for any clarifications.
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Anastasia Vasilevich
Business development manager
Technologies
Salesforce
Apex
Data Loader
LWC
Salesforce Flow
Salesforce Sales Cloud
Salesforce Service Cloud
Results
Thanks to NEKLO's rescue mission, the client now operates on a robust, fully integrated Salesforce platform that drives efficiency and growth.
- 30% faster sales cycles: a streamlined process and single source of truth allow sales reps to close deals faster and with greater accuracy;
- 100% data integrity: management has complete confidence in their reporting and forecasting, enabling data-driven decisions on land acquisition and resource allocation;
- 30% faster sales cycles: a streamlined process and single source of truth allow sales reps to close deals faster and with greater accuracy;
- 100% data integrity: management has complete confidence in their reporting and forecasting, enabling data-driven decisions on land acquisition and resource allocation;
- 30% increase in operational efficiency: automated workflows eliminated redundant data entry, freeing up staff to focus on high-value tasks and customer service;
- Scalable platform for expansion: The new Salesforce foundation is built to support the client's ambitious plans to expand into new markets across the US.
- Scalable platform for expansion: The new Salesforce foundation is built to support the client's ambitious plans to expand into new markets across the US.
30
%
faster sales cycles
100
%
data integrity
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