California Urban Infrastructure Security Innovator
A California urban infrastructure security company digitized a dual-track sales process for state transportation projects, moving lead intake, quoting, and contract execution onto Sales Cloud with DocuSign.
The client is a San Francisco-based urban infrastructure security company developing tamper-proof security systems for bridges, freeways, and public infrastructure. Their products — including soffit security systems, security doors, and electric box enclosures — protect critical public assets from unauthorized access, vandalism, copper theft, and fire hazards. The company has conducted successful pilots in San Francisco (Caltrans District 4, endorsed as a model for similar zones) and Los Angeles (Caltrans District 7), with a 100% integrity rate across all deployed units, and is pursuing a statewide Caltrans deployment. Their sales process runs across two tracks: direct to Caltrans district agencies and to the sub-contractors who win public-works projects. Both tracks ran on manual processes with no shared visibility or structured quoting. The company engaged SiiMPLY7 to stand up Sales Cloud, automate quoting for its product catalog, and integrate DocuSign for contract execution.
The challenge
Leads arrived through inconsistent channels with no automatic routing or source tagging, so the team could not cleanly separate agency-district opportunities from sub-contractor ones. Quotes were produced manually for up to ten products, with tax, shipping, and installation calculated by hand. Contracts moved to signature outside the system, and there was no structured way to track deposits and milestone payments against each deal.
The solution
The firm configured Sales Cloud with Web-to-Lead intake and routing rules that flag each lead by source, then built a dual-track opportunity pipeline with stages tailored to the agency-district and sub-contractor motions. Standard Quotes were enabled against a managed product catalog with templates that handle standard and customizable products plus automated shipping and installation. DocuSign was integrated through its AppExchange package so quotes and agreements send from Salesforce with signature status tracked on the record, and custom objects were added to record deposits and staged payments ahead of a planned QuickBooks integration.
Implementation highlights
What we built.
- Web-to-Lead intake with routing rules that flag leads as agency-district or sub-contractor by source
- Dual-track opportunity pipeline with stages tailored to each sales motion
- Managed product catalog supporting standard and customizable products
- Standard Quotes with templates handling tax, shipping, and installation calculations
- DocuSign AppExchange integration with quote-to-template mapping and in-Salesforce signature tracking
- Custom payment objects to record deposits and milestone payments with validation and automation
Results
Intake captured and auto-classified by sales track instead of triaged
Standardized quote templates replaced hand-built quotes
Signature status tracked on the opportunity rather than chased outside
Engagement summary
The roughly six-to-eight-week engagement delivered a configured Sales Cloud org with dual-track pipelines, automated quoting against the product catalog, an integrated DocuSign signing flow, and a foundation for phased payment tracking. Discovery, configuration, integration, and user training were sequenced across three phases with a weekly sync cadence.
What's next
A QuickBooks integration is roadmapped to synchronize invoices and payments with the accounting system. Further phases under consideration include marketing automation for agency and contractor outreach, advanced reporting and dashboards, CPQ enhancements for complex pricing, an Experience Cloud portal for project and payment visibility, and mobile optimization for field teams.
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