Growth-stageCybersecurity

Stabilizing an overloaded Salesforce org and running a large territory refresh

~19,000 accounts redistributed in one pass

SalesforceHubSpotPlanhatZoomInfo
Play leadKaveanRevOps team · LeanScale
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The problem

Years of accumulated automation had made the Salesforce org unstable: a legacy managed package, layered Apex triggers, and competing integrations, HubSpot, Traction Complete, Planhat and ZoomInfo, all firing inside the same transaction. The result was intermittent lead-conversion failures, thousands of mis-segmented and mis-owned accounts, and unreliable last-activity tracking.

The play

  1. 1
    Root-causing the conversion failures

    Traced intermittent lead-conversion failures, governor-limit errors on SOQL queries, to the whole automation stack firing in a single transaction: multiple triggers, six record-triggered flows, rollup-summary automation and managed packages. Shipped recursion guards, a task-activity bypass and conversion-flow cleanups to production.

  2. 2
    Account refresh and territory management

    Ran repeated large-scale reparenting and segment-alignment passes keyed off retain-owner and segment logic, redistributing roughly 19,000 accounts across reps in a single pass and hitting per-rep caps exactly, plus fixes for pod and segment misassignment and departed-rep book handoffs.

  3. 3
    Speed-to-lead and SLA reporting

    Built six lead formula fields (first response time, SLA status and threshold, cross-system sync time), 14 reports and a speed-to-lead and SLA dashboard measuring the one-hour MQL response SLA against routing-tool data.

What it moved

~19,000 accounts redistributed in one pass

Lead conversion reliable again. The intermittent governor-limit conversion failures were resolved with recursion guards and conversion-flow cleanups deployed to production.

~19,000 accounts redistributed in one pass. A single territory redistribution pass moved roughly 19,000 accounts across reps against production, hitting per-rep cap targets exactly.

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