Zenput, an operations execution platform, required a more effective way to navigate the complexities in their Salesforce org.

KEY CHALLENGES:

  • New Director of Sales Operations, Keith Jones, needed a way to transition smoothly while navigating the tech stack complexities.
  • Zenput needed an efficient way to manage an upcoming project involving the revamp of a critical piece of revenue ops infrastructure around funnel velocity and life-cycle management.
  • Zenput also needed a better way to implement change management, along with day-to-day administration responsibilities.

“Sonar was instrumental in me being able to understand where things were…It’s really hard to imagine doing my job without it at this point.” Keith Jones, Director of Sales Operations at Zenput

BACKGROUND

Founded in 2012, Zenput is an operations execution platform designed to help restaurant, retail, and other multi-unit operators automate how operating procedures and key initiatives are rolled-out, tracked, and enforced. Their goal is to make every employee more productive and better equipped to do their jobs well. Ultimately, Zenput makes it easy to implement and enforce compliance with all of the processes that are critical to store operations.

THE CHALLENGES & THE SOLUTIONS

Onboarding comes with its fair share of challenges, but as the new Director of Sales Operations, Keith had a slightly different problem on his hands.

“The challenge was that I had a brand new org, and I was not intimately aware of its complexities and where things were,” he said. “Sonar made it a lot easier, rapidly decreasing my ramp time in terms of taking over the org at large.”

After receiving a seemingly simple request from an internal executive, the need for a platform like Sonar became immediately apparent. The executive wanted to modify a particular unit of the business that was part of the sales team, and it needed to be updated in Salesforce.

“My immediate question was what’s going to break downstream if I change this?” Keith shared. “Well, I knew what was going to break because I could look it up with Sonar.”

Salesforce doesn’t deliver on this out of the box, and so with Sonar, Keith was able to deduce that this seemingly simple request was actually not so simple. Why? That update would affect 17 workflows and five process builders.

Another challenge Keith was facing involved a particular project: a complete revamp of a critical piece of revenue ops infrastructure around funnel velocity and customer life cycle management.

“I wanted to hit the ground running with this project, and I knew Sonar was going to make it a lot easier to do that,” Keith said. “It was something I needed to have in my utility belt in order to do the quality of work that I was hired to do.”

According to Keith, Sonar essentially operates like a living data dictionary that updates consistently. “I can trust that when I go there, it’s going to be up to date,” he said. “There’s not going to be another human influence gap in a piece of documentation.” 

Another benefit Zenput found with Sonar? The ability to give anyone access without the risk of messing things up. If someone needs administrative access in Salesforce to understand where a field is and what it does, Zenput can give them access to Sonar instead of investing hours in building a complex record in a Google doc or some other visualization tool to divulge the custom declarative elements in Salesforce. 

“Without Sonar, it’s a manual effort. That’s the key thing. It can be done; you can accomplish it with exhaustive documentation. It’s a solvable problem without software, but it’s a hell of a lot easier with software that does it automatically.” Keith Jones, Director of Sales Operations at Zenput

THE FUTURE

With Sonar, Zenput can continue to navigate their tech stack smoothly, which includes platforms like Salesforce, Outreach, Chili Piper, InsightSquare, Marketo — all of which need to be mapped and tagged properly to become part of the living data dictionary. 

As for the future, Keith says, “I can see Sonar evolving in a way where it starts making suggestions about the quality of the org, right? To start understanding at a more macro level why errors are happening and making recommendations. That could be incredibly insightful when planning for the next month.”