Launching A Sales Tech Stack For The First Time At A Scaling Tech Startup



Relay is an end to end payment network proving a new payment option for the logistics industry. They teamed up with us to implement to help manage their growing sales team and create a reporting infrastructure to help them scale with Salesforce. They chose to work with us because we not only had the technical expertise to implement their sales stack, but also brought our strategic insight to bear with our Sales Engagement Practice. Our unique ability to contribute to the larger discussion on how things should work, while also helping get the right data model in place for growth made us the obvious choice for Relay over another Outreach or SFDC exclusive provider.


Relay Payments knew they needed a better sales process before they started to build out their sales team. As an early stage startup, the team needed a strong foundation and reliable tech stack to show with data what works and why in getting new deals closed. They also knew that managing new sales reps before having the right infrastructure wouldn’t set them up for success, but didn’t have the time or expertise to implement a new sales process while also running the business.


Needing to start from scratch, we partnered with Relay to bring their sales vision to life. Kicking off, we worked to understand the needs and goals of the team. This included integration with Salesforce, building sequences, lead stages & cycles, and sales automation. One of the crucial needs of the team was reporting in Salesforce. Because they are such an early startup, the stakeholders needed to know if their efforts were working in order to make quick decisions, determine the success of sales efforts, and plan for future growth.