Ed Cho, RevOps Manager at Esper, has been instrumental in shaping and optimizing the company’s Salesforce infrastructure to support its dynamic go-to-market strategy. While Ed was initially brought on for Marketing Operations responsibilities, his proactive approach and ability to adapt quickly made him the natural choice to spearhead Salesforce transformation efforts during a pivotal period of growth.
Esper, a Bellevue, Washington-based tech company with over 150 employees, specializes in next-gen device management for company-managed Android and iOS hardware. As the company reevaluated its GTM strategy, it became evident that Salesforce—critical to supporting sales and marketing efforts—needed a robust overhaul to align with evolving business priorities.
Transforming Salesforce operations with a strategic mindset
“When we decided to assess the state of our Salesforce org, the goal was to balance immediate needs with long-term scalability,” Ed explains. He inherited a three-year-old Salesforce instance with extensive customizations, workflows, and validation rules but minimal documentation—a challenge he tackled head-on. Ed’s deep understanding of RevOps and his focus on delivering efficient solutions enabled him to conduct a thorough audit of the system while managing day-to-day operations and supporting GTM initiatives.
“When evaluating whether to bring in a consultant or handle the audit internally, we ultimately chose the latter,” Ed shares. This decision showcased his ability to optimize resources while ensuring that the system could evolve to meet business demands.
Simplifying and accelerating Salesforce management with Sweep
To expedite the transformation of Salesforce and meet GTM requirements with speed, Ed implemented Sweep, an innovative visual workspace designed to streamline Salesforce configurations and enhance operational efficiency. Sweep’s intuitive interface and AI-powered documentation eliminated the need for time-consuming manual audits, enabling Ed to deploy changes faster without compromising system integrity.
“With Sweep, I’ve been able to quickly adapt Salesforce to evolving GTM strategies without requiring multiple admins or external consultants,” Ed notes. “The tool empowers a lean team to deliver high-impact changes in a fraction of the time.” This capability was especially critical for a resource-constrained environment, allowing Ed to execute complex updates while still focusing on strategic priorities.
Delivering cost savings and operational clarity
Beyond improving efficiency, Ed also leveraged Sweep to consolidate tools and reduce costs. By replacing LeanData with Sweep, he saved the company significant expenses while enhancing functionality. “Sweep enabled us to streamline processes, save money, and provide our GTM teams with a more intuitive system,” he says.
Sales reps and sales managers benefited from the improvements as well. “The clarity Sweep provides eliminates unnecessary back-and-forth conversations, ensuring that data is accurate and required fields are clearly defined,” Ed explains. These enhancements have transformed Salesforce into a transparent, user-friendly platform that facilitates data-driven decision-making across departments.
Scaling with vision and expertise
As Esper’s RevOps team continues to grow, Ed remains focused on scalability and innovation. The addition of a dedicated Salesforce Admin has expanded the team’s capacity, but Sweep ensures that the workload remains manageable. “Sweep’s ability to simplify and accelerate deployments means we can support GTM changes without the need to significantly scale our admin resources,” Ed highlights. “It’s a game-changer for teams with limited bandwidth.”
Looking ahead, Ed sees tools like Sweep as integral to maintaining operational agility. “Having Sweep is like gaining an extra teammate—it simplifies complex tasks, accelerates deployments, and lets us focus on what truly matters,” he adds. His strategic leadership and hands-on approach have positioned Esper’s RevOps team to scale effectively while driving measurable impact across the organization. If you want to see how Sweep can help your team optimize Salesforce, book a demo with a team member today.
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