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Understanding the challenge
This established mid-market private equity firm struggled with a fragmented deal sourcing and pipeline management process. Critical information was siloed in spreadsheets, individual inboxes, and personal networks, creating a lack of visibility for the investment committee and leading to inefficient due diligence. Furthermore, managing investor relations and reporting to Limited Partners (LPs) was a manual, time-consuming effort that was prone to errors and did not scale with the firm's growth.
Our approach
We implemented a comprehensive Revenue Operations strategy centered on a tailored Salesforce Financial Services Cloud solution. The objective was to create a single, unified platform to manage the entire investment lifecycle, from initial deal sourcing and evaluation through portfolio management and, ultimately, to investor reporting and communication.
Key elements of our solution included:
• A custom Salesforce data model to track deals, target companies, intermediaries, and LPs with precision.
• Automated workflows to standardize deal stage progression, manage due diligence checklists, and streamline investment committee approvals.
• Integration with third-party data providers like PitchBook to automatically enrich company and contact records.
• A secure investor portal built on Salesforce Experience Cloud, providing LPs with self-service access to performance reports, capital call notices, and other critical documents.
Technical innovation
We developed a bespoke "Relationship Intelligence" component within Salesforce that visually mapped the complex web of connections between the firm's partners, intermediaries, portfolio executives, and industry contacts. This interactive tool allowed the deal team to instantly identify warm introduction paths and leverage their network more strategically to uncover proprietary deal opportunities.
Outcome
The unified CRM platform provided a 360-degree view of the firm's deal flow and relationships, resulting in a 40% increase in qualified deal flow velocity within the first year. The investor relations team also achieved a 60% reduction in time spent on manual reporting, enabling them to deliver a higher level of service and transparency to their Limited Partners.
