Client: John Burns Real Estate Consulting
TECHNOLOGY
- Salesforce Sales Cloud
- Salesforce CPQ
- Tableau
ABOUT CLIENT
John Burns Real Estate Consulting is a US real estate research firm offering subscription research, custom consulting, and advisory services focused on the housing industry.
NEED
A surge in housing market demand exposed the limits of the existing Salesforce platform, which was not structured to scale with the additional customer volume. Maintaining client relationships and validating data accuracy took significant manual intervention and analysis. Renewals were a particular gap: each year a client renewed, there was no way to see whether the renewal or a price increase had actually been completed.
APPROACH
CloudMasonry began with a two-week redesign workshop, gathering user experience feedback directly from the Marketing, Sales, and Client Relations teams before rebuilding anything. That input shaped an end-to-end process designed around how the business actually works rather than around the existing configuration.
- Ran a two-week redesign workshop with the three teams who use the platform daily.
- Reconfigured the marketing automation platform to accurately track marketing qualified lead and sales qualified lead conversion.
- Reconfigured the Sales Cloud instance to support management of both net new opportunities and expansion.
- Fed accurate data and visibility through to the Client Relations team to support bespoke customer needs.
OUTCOME
The platform scaled to meet demand through the housing boom rather than becoming a constraint on it, and the business gained the data and analytics to support decision-making across departments.
- Platform scalability increased to absorb peak housing market demand.
- Improved insight and data analytics supporting business decision-making.
- Renewal and price increase completion made visible rather than tracked by hand.
- A design shaped by Marketing, Sales, and Client Relations input, which removed barriers to adoption.
- Accurate lead qualification and conversion tracking through the marketing automation platform.
