Lead-to-cash transformation at DHI Group

Migrated Salesforce Classic to Lightning while re-engineering the full lead-to-cash process — pipeline taxonomy, forecasting, and automated opportunity renewals included.

Context

DHI was operating on legacy Salesforce Classic with weak pipeline hygiene, manual renewals, and forecast numbers that Sales and Finance couldn't trust. The UI was due to be sunsetted, but the real opportunity was rebuilding the business processes underneath — not just flipping a UI switch.

The mandate was simple: do both at once. Migrate to Lightning and take the org through a single, structured change instead of two.

Approach

1. 1

   Interview the org

   Structured interviews across Sales, Marketing, CS, and Finance to surface the real (not documented) process and the top pain points.

2. 2

   Map current → future state

   Documented the existing lead-to-cash flow, then designed a future-state that tightened CRM rigor and added the controls leadership had been asking for.

3. 3

   Lift & reshape

   Migrated Classic → Lightning while implementing the new process model in the same cutover — avoiding a second round of change management.

4. 4

   Pipeline taxonomy

   Rebuilt pipeline stages, lead-routing rules, lifecycle definitions, and SDR → AE handoff criteria.

5. 5

   Automated renewals

   Built opportunity-renewal automation to enforce consistent revenue recognition across the renewal book.

6. 6

   Board-ready reporting

   Stood up executive dashboards (CAC, LTV, ARR, funnel) pulling from the new pipeline stage model.

Result

A 25% improvement in forecasting accuracy, significantly stronger pipeline visibility, and a predictable, auditable renewal motion.

Dashboards leadership actually used for board reporting — not ones the team built and then ignored.