A pain point is a symptom. The value sits underneath it. Managed packages, application programming interface (API) integrations, long enterprise cycles: the technical footprint changes with every deal, but a stated pain point or requirement is rarely the actual problem. It’s usually a symptom of a regulatory or compliance requirement nobody’s named yet, what happens if it’s missed, and how often it moves. The work is tracing it back to that cause and pricing what happens if it stays unaddressed. The real business case lives in the cost of what’s actually driving the complaint.
Outside of full-time work, I take a limited number of consulting engagements in Salesforce contract lifecycle management and document automation, backed by twelve years of hands-on testing, designing, building, and implementing these systems for enterprise teams. Engagements cover Conga Composer, Batch and Trigger, Contracts for Salesforce, Grid, Sign, Mail Merge, Courier, and related Salesforce configuration. Evaluating one of these tools, mid-implementation, or inheriting someone else’s configuration? Reach out below and I’ll walk through what I’m seeing.
The driver underneath a requirement looks different in every sector. Select an industry to see an example from my own deals.
Multi-entity, multi-jurisdiction agreements where legal, procurement, and IT architecture each hold a veto. A current System and Organization Controls (SOC) 2 Type II report and documentation of how tenant data is isolated.