Salesforce CRM for Satellite Broadband Providers

The Results

Core CRM objects unified — Lead, Account, Opportunity, Contact

Opportunity stages mapped end-to-end — Qualification to Closed Won/Lost

Lead stages defined — from Marketing Acquired Lead to Converted

14+

Document templates automated via Formstack integration

Dashboard suites built — Executive, Sales Activity, Sales Manager, Adoption

Systems unified into Salesforce — document generation (Formstack) and marketing (Mailchimp)

Challenge vs. Solution

Six Operational Gaps That Fragmented the Sales-to-Deployment Journey — and Six Fixes That Unified It

✕ Before — The Challenges 6 Problems

There was no standardized way to track a lead from first contact through to a signed, deployed customer.

Distributor and customer compliance steps — KYC checks, agreements, Letters of Agent Appointment — were tracked manually with no consistent audit trail.

Proposal and contract documents for 14+ product lines were assembled by hand for every single deal.

Marketing and sales data lived in separate systems, making it hard to see a lead's full journey from acquisition to conversion.

Sales leadership had no single dashboard to view pipeline health, distributor performance, or deployment progress.

Inconsistent data entry produced duplicate contact records and address/country validation errors across the pipeline.

✓ After — What We Built 6 Fixes

We built a structured lead-to-customer journey — MAL → TAL → TQL → SAL → KYC → Converted — with 8 mapped opportunity stages.

We automated compliance and document generation with Formstack, validating required contact roles before any document is created.

We connected 14+ templates directly to Account, Contact, and Opportunity records for one-click document generation.

We built a field-level Mailchimp–Salesforce sync so marketing and sales share one view of every lead.

We shipped a suite of live dashboards — Executive, Sales Activity, Sales Manager, and Adoption — for every level of the org.

We added validation rules for duplicate-contact prevention and address checks, closed out issue-by-issue as the system matured.

What We Did

Five Phases That Took From Scattered Spreadsheets to One Salesforce System

Foundation

Modeled the Business Around Four Core Objects

We unified Lead, Account, Opportunity, and Contact into one data model, adding custom fields for distributor identification, incorporation type, licenses, and coverage areas. Every distributor, ISP, and customer record now carries the compliance detail needed downstream.

Data Modeling Custom Fields Salesforce Objects

Process Design

Built a Structured Lead-to-Customer Journey

We defined six lead stages — MAL, TAL, TQL, SAL, KYC, Converted — and eight opportunity stages from Qualification to Closed Won or Lost. Sales and marketing now share one language for pipeline health.

Lead Stages Opportunity Stages Pipeline Design

Automation

Automated Compliance and Document Generation

We integrated Formstack to auto-populate distributor policy documents, KYC checklists, and proposal templates across 14+ product lines, pulling data straight from Salesforce records. Screen-flow automation validates required contact roles before generating a document and updates Account status to Active on Closed Won.

Formstack Screen Flow Automation

Reporting

Synced Marketing Data and Shipped a Dashboard Suite

We built a field-level Mailchimp integration to keep marketing contact data in sync with Salesforce, then delivered Executive Sponsor, Sales Activity, Sales Manager, and Adoption dashboards. Every level of the organization can now see live pipeline and adoption data.

Mailchimp Sync Dashboards Reporting

Continuous Improvement

Ran the Rollout as a Living Backlog

We maintained a running log of configuration changes, validation rules, and bug fixes — including duplicate-contact prevention and address validation — closed out issue-by-issue as usage grew. The platform continues to expand into regional director roles and partner-role tracking.

Validation Rules Iterative Delivery Platform Growth

The client's business runs on a distributor network spanning multiple countries and product lines. Getting compliance, sales, and marketing onto one Salesforce system — instead of three disconnected ones — is what makes that network auditable and scalable.

— Twopir Project Lead · Satellite Broadband Provider, Pacific Region · 2024

Key Outcomes

What Changed — In Numbers and in Practice

1 system

Single, auditable system of record

The full commercial lifecycle — from first lead contact through distributor compliance to signed, deployed customer — now runs on one Salesforce instance.

14+

Templates generated automatically

Proposal and contract generation is standardized across 14+ product and document templates via Formstack.

Built-in

Compliance tracking for every distributor

Distributor policy, KYC checklists, and Letters of Agent Appointment are tracked with a consistent, timestamped audit trail.

Unified

Marketing and sales data in one place

The Mailchimp–Salesforce sync gives sales and marketing a shared view of every lead's journey from acquisition to conversion.

Real-time

Visibility for managers and executives

A dedicated dashboard suite gives sales managers and executive sponsors a live view of pipeline health and CRM adoption.

Ongoing

Platform keeps extending with the business

The client continues to build on the CRM foundation — adding regional director roles, partner-role tracking for ISPs and distributors, and tighter lead-source reporting.

Technologies Used

The Tools and Techniques Behind This Engagement

Salesforce Sales Cloud Formstack Mailchimp Integration Salesforce Flow Screen Flow Automation Custom Objects & Fields Validation Rules Salesforce Dashboards & Reports

From Scattered Spreadsheets to
One Salesforce System —
Lead to Deployment

Six Operational Gaps That Fragmented the Sales-to-Deployment Journey — and Six Fixes That Unified It

Five Phases That Took From Scattered Spreadsheets to One Salesforce System

Modeled the Business Around Four Core Objects

Built a Structured Lead-to-Customer Journey

Automated Compliance and Document Generation

Synced Marketing Data and Shipped a Dashboard Suite

Ran the Rollout as a Living Backlog

What Changed — In Numbers and in Practice

Single, auditable system of record

Templates generated automatically

Compliance tracking for every distributor

Marketing and sales data in one place

Visibility for managers and executives

Platform keeps extending with the business

Running a Similar Distributor-Led Telecom Operation?

The Tools and Techniques Behind This Engagement

One Salesforce System for Lead, Compliance, and Deployment — Built for How Distributor Networks Actually Sell