As the head of Revenue Operations at Passport, Emma Heist had a big project on her hands. She inherited an existing Salesforce that had been implemented about a year before she had started at the company. And now, that instance required a complete overhaul.

Founded in 2017, Passport provides a turnkey, end-to-end internationalization solution that combines the reliable Passport Shipping services that DTC brands trust, plus added storefront localization, pricing strategies, and accurate duty and tax calculation tools.

In order to transform their existing Salesforce and turn it into a functional CRM that could meet the company’s goals, Emma needed to add a new foundational structure. And in doing so, she realized that there was a huge gap in the user experience from front end perspective as well as RevOps perspective. Knowing that leadership was eager to scale the company quickly, Emma knew she needed a solution that would expedite the kinds of changes she needed to make without compromising the integrity of the Salesforce instance.

Driving efficiency in Salesforce management

Once Emma discovered Sweep, she was immediately able to improve the speed and the efficiency with which she was tackling specific Salesforce projects. “I needed a solution that would allow me to implement technical solutions quickly that would directly impact the front end users in Salesforce.”

And being in the shipping industry, Passport has a number of complex deal close requirements such as logistics and operational details that need to be captured in order to properly onboard new customers. “Our first use case with Sweep was implementing the opportunity funnels and making sure that we were moving reps seamlessly through the opportunity stages and through the deal cycle,” says Emma.

Simultaneously, Emma used Sweep to provide RevOps and other leadership with key insights. These insights allowed them to better forecast and to better understand their deal velocity, win rates and many other metrics that weren’t available before. “We were relying on reps to remember or just do the due diligence to add things into Salesforce which isn’t their focus,” says Emma. “Their focus is on revenue generating activities so it didn’t always happen.”

By implementing Sweep, Emma was able to maximize efficiency while also providing real-time insights to leadership that could support strategic shifts at the company level. “These things are possible for me to build in Salesforce,” said Emma, “But they’ll take me many months or we’ll need to contract for more complex services. But with Sweep, I was able to do all of this myself at a much faster clip and ultimately grow the company at the speed in which we want to grow,” said Emma. There was a significant cost saving element as well. By not relying on external resources and delaying an additional hire, Passport was able to save over $100K.

Accessing more context with AI-powered documentation

Passport has been in business for over seven years which means that Emma was frequently dealing with some legacy issues. “We are doing a lead source overhaul,” Emma explains. “We have some historic lead sources that just don't fit the business today.” As with many standard fields in Salesforce, it can be very difficult (and time consuming) to determine where that field is referenced within the entire instance.

But with Sweep, Emma was able to expedite this understanding, completing the project 85% faster than predicted. “I'm able to very quickly see all the automations that it's on as well as what flows it’s referenced in using Sweep’s AI-powered documentation,” she says. Sweep’s documentation tool connects to Salesforce to provide a visualization of the environment: it’s like having a map of your instance always at your fingertips. This can be particularly useful in situations like Emma’s where the environment was built by someone else.