Logistics technologyHow Expedock rebuilt Salesforce into a revenue operating system the business can scale on.
Sales Cloud reimplemented around how Expedock actually sells, 40% of legacy data retired, and forecasting that finally matches the business — delivered in 10 weeks with zero sales downtime.
- Client
- Expedock
- Industry
- Logistics Technology
- Services
- Sales Cloud reimplementation · Data migration
- Timeline
- 10 weeks · zero sales downtime
Salesforce had become something the go to market team worked around, not with. Preconfigured reimplemented it as a system the team could actually run revenue on. The difference shows up every day, in how we forecast, how we close, and how leadership sees the business.
A fast-growing tech company, outgrowing its CRM.
Expedock combines AI document automation with workforce augmentation to eliminate manual back-office work for logistics businesses.
As Expedock scaled, Salesforce did not scale with it. Preconfigured reimplemented the platform around the company's actual go to market motion, turning a messy CRM into a clean revenue operating system the business can grow on for the next phase.
Selling around the system, not through it.
Years of well-intentioned customization had left the instance messy and out of sync with how the business actually sells today.
The team faced a question every fast growing tech company eventually confronts: how do we make Salesforce a system that scales with us, instead of one we have to work around to do our jobs?
The account model did not reflect how Expedock engaged customers. Opportunities were tracked inconsistently across reps. Pipeline visibility was unreliable, which made forecasting a quarterly negotiation rather than a data exercise.
The quote-to-cash process was fragmented. Reporting on the basics — pipeline coverage, stage conversion, revenue trajectory — required pulling data out of Salesforce rather than reading it from inside.
The go to market team was selling around the system, not through it. Leadership was making revenue decisions on data that needed to be reconciled by hand. For a company at Expedock's growth stage, that gap was no longer sustainable.
Moving at the speed of a fast-growing tech company.
A partner who could work directly with senior technical leadership and deliver a reimplementation that fit how Expedock actually sells.
Expedock evaluated multiple Salesforce partners. The decision came down to a partner who could move at the speed of a fast-growing tech company, work directly with senior technical leadership, and deliver a reimplementation that actually fit how Expedock sells.
Preconfigured worked alongside former CTO Rui Aguiar throughout the engagement. The collaboration was technical, fast, and grounded in how Expedock actually operates rather than how a generic SaaS sales motion is supposed to work.
How the approach was different
- A working partnership with senior technical leadership, with no layers between strategy and execution.
- Reimplementation grounded in Expedock's actual revenue motion, not a template lifted from another customer.
- Zero disruption to the sales team, who continued to operate at full pace throughout the reimplementation.
A clean foundation, migrated without disruption.
Salesforce reimplemented around Expedock's actual go to market motion, with the business migrated onto the new model without interrupting a single sales cycle.
Preconfigured reimplemented Salesforce around Expedock's actual go to market operating model, and migrated the business onto it without interrupting a single sales cycle.
Revenue operating system foundation
- A redesigned account model that reflects how Expedock engages customers, not how Salesforce ships out of the box.
- Rebuilt opportunity management with consistent stages, fields, and ownership across the go to market team.
- Pipeline visibility leadership can trust, with the data structured to support real forecasting rather than reconciliation.
- Dashboards and reports designed around the questions the business actually asks — pipeline coverage, stage conversion, revenue trajectory, and rep performance.
- A streamlined quote-to-cash process that connects opportunity, pricing, and revenue cleanly.
- Legacy configuration rationalized, with redundant fields, automations, and customizations removed from the platform.
Data migration done right
- Every active account, opportunity, and customer record audited and migrated into the new model.
- Years of stale, duplicate, and orphaned data retired rather than carried forward.
- Data standards and ownership rules established for how every record is created and maintained from day one.
- A platform that starts clean and stays clean, instead of accumulating the same debt over time.
The reimplementation was structured from day one to support how Expedock will sell as it continues to grow, not just how it sells today.
What we have now is a Salesforce instance that scales with the company instead of slowing it down. The team trusts the system. Leadership trusts the numbers. That changes how we operate every day.
A system the business actually runs on.
The reimplemented Salesforce environment changed how the go to market organization operates and how leadership sees the business.
A platform that scales with the company.
Salesforce is no longer a system the team has to work around. It is the revenue operating system the business runs on.
For Expedock, Salesforce is no longer a system the team has to work around. It is the revenue operating system the business runs on.
As the company continues to grow and as new go to market motions come online, the platform scales with the business — and the clean foundation makes the next phase of AI work tractable from day one.