A multi-million dollar pipeline. Built on two Salesforce migrations buyers cannot put off.

4CE CloudLabs, pronounced Force Cloud Labs, is a US-based Salesforce consulting partner. It implements and supports Salesforce clouds, with strong practices in Life Sciences Cloud and revenue management.

Its buyers are IT and commercial operations leaders at life sciences companies, Salesforce customers running CPQ, and manufacturing businesses modernising their sales and dealer operations.

One partner among thousands

The Salesforce ecosystem is full of consulting partners with similar certifications and similar claims. Buyers struggle to tell them apart, so generic outreach blends into the noise.

Demand tied to platform changes, not campaigns

Life sciences companies on Veeva CRM and Salesforce customers on CPQ face platform shifts they have to plan for. They need a partner who knows the migration, but they do not yet know which partner that is.

Reach and capacity beyond direct deals

A mid-sized partner cannot be in every large account or staff every project alone. Growth needed relationships with larger SIs as well as direct pipeline.

Anchor campaigns to migrations buyers must plan

We built the programme around two moments: life sciences companies moving from Veeva CRM to Salesforce Life Sciences Cloud, and Salesforce customers moving from CPQ to Revenue Cloud as Salesforce shifts its revenue products to Revenue Lifecycle Management.

• Veeva CRM to Salesforce Life Sciences Cloud
• Salesforce CPQ to Revenue Cloud (Revenue Lifecycle Management)

Run account-based marketing on accounts with those systems

Target lists were built from companies known to run Veeva CRM or Salesforce CPQ, with outreach to the IT, commercial operations and revenue operations leaders who own the decision.

• Veeva account targeting for life sciences
• Focused meeting programmes in New York and New Jersey

Teach the migration in webinars

We ran many webinars that walked buyers through each migration, which gave engaged accounts a natural next step with 4CE's architects.

• Migration-specific webinar topics
• Attendee follow-up tied to ABM sequences

Build a partner network with large SIs

We developed relationships with large system integrators who bring 4CE in for consulting and training work, extending its reach into accounts it could not win alone.

• Consulting partnerships
• Training partnerships

Add manufacturing SMEs as a second market

Alongside life sciences and revenue cloud work, we brought in manufacturing SMEs, giving the pipeline a second, faster-moving segment.

• Manufacturing SME targeting
• Offers sized for smaller implementations

Funnel build

A working funnel was already in place, so the program started at the stages below.

Top of funnel

Webinars and migration content for Veeva CRM and Salesforce CPQ users.

Middle of funnel

Account-based sequences to the leaders who own each migration decision.

Bottom of funnel

In-person and virtual meetings with target accounts, plus referrals from large SI partners.

The programme gave 4CE a pipeline tied to real platform decisions, and partners that widen its reach.

• A multi-million dollar pipeline.
• Many webinars run on Life Sciences Cloud and Revenue Cloud migrations.
• A strong partner network with large SIs for consulting and training work.
• Manufacturing SMEs added as a second market.

Anchor outreach to a platform change

A migration the buyer has to plan for is a better reason to talk than any capability claim. Find the platform shifts in your ecosystem and build campaigns around each one.

Large SIs can be partners, not only competitors

Big integrators need specialist capacity and training. A mid-sized partner that is easy to work with gets pulled into accounts it could never reach directly.

Get the migration direction exactly right

Salesforce admins and architects notice every technical error. Describe the move as CPQ to Revenue Cloud and Revenue Lifecycle Management, not the reverse, or credibility is gone in the first line.