Mid-Market Workplace Compliance E-Learning SaaS Provider
A workplace-compliance e-learning SaaS provider rebuilt its Salesforce revenue architecture and layered on AI-driven sales support, replacing a fragile opportunity-based model with modular contract and license tracking.
The client is a San Francisco-based workplace compliance and HR e-learning SaaS company founded in 2000. A woman-owned and women-led company recognized by Fast Company as a World Changing Idea, Emtrain is trusted by over 800 enterprise customers including Netflix, Yelp, Dolby, and LiveNation. The company has raised $8M+ in growth capital and holds strategic partnerships with Workday and Udemy. Their platform combines compliance training with Emtrain Intelligence™ analytics to identify culture risks and drive measurable behavior change. As the business matured, its Salesforce org had grown organically and leaned heavily on the Opportunity object for contract management, license tracking, and revenue recognition — creating scaling and reporting limits. SiiMPLY7 was engaged first as embedded admin and architecture support, then expanded into a full revenue architecture redesign and AI enablement program.
The challenge
Using opportunities as the system of record for contracts and licenses made renewals, overages, and co-termed agreements hard to track and harder to report on. Lead routing, activity tracking, and account ownership had accumulated technical debt, with duplicate-update errors and governor-limit issues surfacing in legacy flows. The client needed a modern subscription-aligned data model, cleaner automation, and a path toward billing integration and AI-assisted sales motion without disrupting an active revenue engine.
The solution
SiiMPLY7 separated core revenue functions out of the Opportunity object by introducing custom Contract and License Tracker objects in Sales Cloud, with automation to generate contracts from closed-won deals and to manage renewals and overages. The team integrated DocuSign for contract generation, prepared the Salesforce-to-Maxio Advanced Billing flow for invoicing, and stood up Tableau reporting for license and revenue visibility. Alongside the redesign, SiiMPLY7 enabled the Lead object with Power Router routing, configured Einstein Conversation Insights, integrated Slack alerts, and scoped an Agentforce SDR agent for automated outbound prospecting.
Implementation highlights
What we built.
- Custom Contract and License Tracker objects to manage subscriptions, quantities, and date ranges independent of opportunities
- DocuSign integration for contract generation supporting both automated and manual paths
- Salesforce-to-Maxio Advanced Billing integration design for invoicing and overage handling
- Lead object enablement with Power Router lead routing and a lead-based sales process
- Einstein Conversation Insights configuration plus Slack alerting for lead and opportunity changes
- Agentforce SDR agent scoped for outbound prospecting, plus a formal records retention and data governance schedule
Results
Contract and license logic decoupled from the Opportunity object
Legacy flows refactored to clear duplicate-update and governor-limit errors
DocuSign, Maxio, Einstein, and an Agentforce SDR agent positioned for scale
Engagement summary
SiiMPLY7 moved the client from an opportunity-centric CRM to a modular, subscription-aligned revenue architecture while clearing technical debt and adding AI-driven sales tooling. The engagement shipped new contract and license objects, integration scaffolding for Maxio and DocuSign, and a cleaner automation layer, all delivered through ongoing two-week sprints.
What's next
Likely next phases include completing the Maxio Advanced Billing go-live, migrating to Salesforce Marketing Cloud, and advancing Revenue Intelligence and Deal Room capabilities. Continued tuning of the Agentforce SDR agent and handoff to the client's new in-house Salesforce administrator are also in scope.
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