Case Studies

Vantage Point had strong delivery capability but no repeatable way to generate pipeline. I built the commercial engine from scratch: an ICP and USP framework, a documented 7-touch outbound playbook, a restructured Salesforce instance, and a fully integrated tech stack (Apollo.io, Aimfox, AirCall, Read.ai, Crossbeam, Gmail). I recruited and trained the BDR, then stayed on as an embedded Revenue Operations & Commercial Growth Lead, owning outbound performance, pipeline governance, forecasting, HubSpot CEE partner development, and commercial opportunity support alongside the CEO.

• Outbound sales playbook built from scratch (7-touch, multi-channel, CRM-driven)
• Salesforce restructure: lead status model, routing, ownership & pipeline governance
• Full tech stack implemented: Apollo.io, Aimfox, AirCall, Read.ai, Crossbeam, Gmail
• BDR recruited, trained, coached and managed against weekly KPIs
• AI-augmented workflows via Claude + MCP across Apollo, Gmail & Salesforce
• HubSpot CEE partner motion & monthly RevOps performance reporting
• Moved the sales team onto markdown documents and Cowork with structured instructions and ordered workflows. Utilisation went up across the team while platform spend held flat.
• Marketing brought in-house with no marketing hire: uniform brand standards built into reusable skills, HTML email templates produced through automated workflows, and contact segmentation via a direct HubSpot integration. The previous $40 an hour contract marketing cost was removed entirely.
• Sales output scaled without adding headcount: repetitive workflows automated and wired into Salesforce and the wider sales stack. A US-based BDR costing over $50,000 a year was replaced with an offshore model at a fraction of the spend.

Delivered through Vantage Point for one of their clients, as part of their delivery team. Not a direct Nika Consultant engagement.

Jasmine Mortgage Team, an Atlanta residential mortgage team and a Vantage Point client, runs on Candid, a mortgage CRM built on Salesforce. Every day brought 20 to 50 follow-up tasks, with texts, emails and logged calls stored in three separate places. As part of Vantage Point's delivery team, I built a two-phase Claude agent on the Salesforce MCP connector: each morning it ranks the day's tasks, picks the reply channel from the borrower's real communication history, and drafts the email, text or call brief. Nothing is sent until a team member approves it, and every completed task books the next follow-up automatically.

• Mapped to Candid's custom objects, so triage works on the real records rather than standard Salesforce leads
• Daily triage into due today, overdue and red flags (duplicates, test records, unanswered texts), ranked High to Low
• Texts, emails and logged calls merged by date to recommend the right reply channel
• Email sent through Front, texts through Candid and Twilio with delivery re-checked, 50-word call briefs before each dial
• Human approval on every message, each user's Salesforce permissions respected, do-not-contact warnings on every draft
• Next follow-up created automatically, timed by loan status from 1 business day to 16 months
• Live in October 2026 with email, text and phone all worked from one Claude chat

“That's really amazing that it's sending it, because I thought it was a known limitation of the Front MCP.”

Jeff Goddard, Business Development, Jasmine Mortgage Team

Intermino.com doo had strong technical capabilities but lacked the systematic sales infrastructure to scale in Europe. We delivered a ground-up sales transformation: defining the Ideal Customer Profile, building a 7-touch multi-channel outreach framework, configuring a full Salesforce CRM pipeline, designing dashboards, creating proposal templates, and establishing SDR & AE role definitions with a 12-month success roadmap, giving Intermino a turnkey, scalable B2B sales operation ready to compete across the European Salesforce consulting market.

• Ideal Customer Profile & geographic targeting
• 7-Touch outreach framework (LinkedIn, email, phone)
• Full Salesforce CRM pipeline & dashboard setup
• SDR & AE role definitions + 90-day onboarding plan

Quadrix had two distinct revenue streams, IT staffing/outsourcing and their proprietary Salesforce ISV product (GOAT Email), but lacked a structured sales process for either. I built a full inbound and outbound sales operation for both tracks: configuring Salesforce CRM with lead-to-opportunity-won logic for services and product, designing a full sales marketing suite (deck stack, IT engineer profiles), supporting a website redesign to capture inbound leads, and delivering interview & English language training to help onboard engineers for global client-facing roles.

• Full Salesforce CRM build for IT Services & GOAT Email product
• Lead-to-Opportunity-Won logic for both service and product lines
• Inbound lead capture process & website redesign support
• Sales marketing suite: deck stack, engineer profiles & collateral
• Interview training & English language coaching for engineers
• Full-cycle sales & global account management for GOAT Email

Every engagement is tailored to the specific challenges of the client. If you'd like to discuss how I can help your business, get in touch.