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
As housing market demand grew, John Burns wanted a Salesforce platform that could scale with customer volume and show renewal status clearly.
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.
- Clear visibility into renewal status
- 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.
