Spaulding Ridge, the modern GSI for the modern executive team, is expanding its Salesforce and Revenue Excellence practice with a clear mission: helping companies strengthen their revenue operations amid a rapidly changing market.
Volatility continues to reshape the selling landscape. Economic uncertainty, shifting buyer behaviors, and increasing sales cycle complexity are putting greater pressure on revenue teams and the systems that support them. It’s important that our clients are not only equipped to withstand this uncertainty but positioned to thrive within it.
Through all of this, AI is the biggest challenge and the biggest opportunity. While most organizations are exploring AI’s new capabilities, fewer are making comprehensive plans for how AI will reshape their revenue operations or structuring and storing their data to fully leverage AI. To help our clients navigate this change, we’ve also made significant investments in AI. Guided by our clients’ needs, we’re ensuring we can build systems, processes, and strategies that deliver greater impact.
Investing in our People
Supporting this strategic focus, the practice has welcomed several experienced leaders who bring deep expertise across the revenue lifecycle.
- Millissa Holland joins as a go-to-market leader with extensive experience in data harmonization within Salesforce environments, critical for organizations aiming to activate their revenue data and achieve AI readiness.
- Derik Quinn and Seth Gross bring a sharp focus to revenue cloud advisory. With over 20 years of lead-to-cash expertise, Derik offers seasoned guidance across complex sales processes, while Seth works closely with clients to ensure their strategic vision is executed seamlessly.
- David Felsenthal has a decade of Salesforce experience focusing on sales performance management. His work with tools like Spiff helps clients implement incentive compensation and territory & quota management systems that drive accountability and motivate sales teams to crush their quotas.
Elevating our Core Capabilities
To match the growing complexity of modern revenue operations, the practice has built out capabilities across several key areas.
- Salesforce Data Cloud and Agentforce: These tools bring structured and unstructured data to life across every part of the organization, from Slack to Tableau, from Sales Cloud to Service Cloud, putting actionable insights directly into the hands of those closest to the customer. They’re essential tools for companies to begin operating with AI at the core by activating Customer 360 within the flow of work.
- Revenue Cloud Advanced (RCA): A streamlined, on-platform lead-to-cash experience. No more disconnected quoting, contracting, or billing systems. Just one unified system, built on Salesforce.
- Spiff: A fully integrated, dynamic incentive compensation platform that automates commission structures, energizing and engaging sales teams through transparent and motivating incentive structures, driving performance and retention.
- Sales Performance Management (SPM): Built directly into Sales Cloud, enables sales leaders to design plans, models, and territory assignments using CRM data. Workflows for quota and capacity setting are automated, and leaders receive real-time dashboards, AI-powered analytics, and commission tracing via Spiff, all in one unified system.
Proven Momentum
Our clients are already seeing the results of these enhancements—smarter selling processes, stronger performances, and more efficient use of data across the business.
Explore recent success stories:
- Spaulding Ridge helped a leading alternative investment firm streamline deal sourcing and internal support by implementing an AI-powered Agentforce solution, enabling faster onboarding, improved data access, and more efficient decision-making. Read the full story here.
- Partnering with an automotive parts distributor, Spaulding Ridge boosted sales and support team productivity by integrating AI agents from Agentforce, enabling instant access to customer data, automated call summaries, and streamlined service flows. Read the full story here.
- Dext, an accounting automation platform, partnered with Spaulding Ridge to automate 90% of sales tasks and streamline compensation tracking with Salesforce Spiff, bringing real-time visibility and transparency to their sales team. Watch the full story here.
Looking Ahead
Revenue technology is constantly evolving, but the fundamental need is the same: companies need technologies that enable them to connect with their customers. At Spaulding Ridge, we’re doubling down on the technologies that matter most and investing in the people who can bring those technologies to life. Our goal is simple: to be the partner of choice for organizations that need their revenue operations to perform today, tomorrow, and whatever comes next.
