Smartsheet for Business Development Tracking

Industry

Energy Services

Company Size

1,500 Employees

Customer Profile

Renewable energy and energy efficiency company focused on advancing sustainability and resiliency.Through innovative technologies and partnerships, develops and operates renewable energy assets while helping organizations reduce costs, lower carbon emissions, and modernize infrastructure.

Business Situation

Global PMO Partners partnered with a leading renewable energy provider to optimize its business development process. The team needed a unified system to track opportunity ownership, quoting timelines, and pricing while maintaining real-time data from Salesforce. The solution also required automatic export of closed-won opportunities to the contract management system, ensuring a seamless transition through each stage of the opportunity lifecycle.

Problem

A leading renewable energy company struggled to manage its expanding pipeline of business development opportunities. Without a standardized system, tracking ownership, timelines, and pricing was inconsistent and time-consuming. Manual processes and disconnected systems limited visibility and slowed progression from quote to contract.

Key pain points included:

Lack of a centralized opportunity tracking system.
Disconnected data between Salesforce and contract systems.
Manual updates causing workflow delays and variability in pricing
Limited visibility into pipeline and pricing accuracy.

‍

Solution

Delivered a Smartsheet-based solution that directly addressed the organization’s business development challenges:

Discovery: Collaborated with business development and IT stakeholders to map existing workflows, identify integration points with Salesforce, and define automation requirements.‍
Real-Time Integration: Implemented a live data connection with Salesforce, ensuring up-to-date opportunity details and automated alerts for new opportunities requiring pricing.‍
Pricing Standardization: Developed a unified pricing framework with built-in tiering logic, variable management, and effective-date controls—while allowing manual overrides when necessary.‍
Automation and Efficiency: Automated the export of closed-won opportunities into the contract management system, streamlining the transition from quote to contract.

‍

Results

Standardized pricing framework reduced errors and improved consistency across projects.
Streamlined opportunity-to-contract workflow with integration and export automations.
Enhanced decision-making through actionable dashboards and centralized reporting.

‍