System integratorsUnited States

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

4CE CloudLabs is a US Salesforce consulting partner competing in a crowded ecosystem. We anchored its account-based marketing and webinars to two migrations: Veeva CRM to Salesforce Life Sciences Cloud, and Salesforce CPQ to Revenue Cloud. Then we built partnerships with large SIs and added manufacturing SMEs as a second market.

Multi-million

Dollar pipeline

From account-based marketing, webinars and partners

2 migrations

Campaign anchors

Veeva CRM to Life Sciences Cloud; CPQ to Revenue Cloud

Large SIs

Partner network built

For consulting and training work

About 4CE CloudLabs

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.

The problem

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.

What we did

01Anchor 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)

02Run 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

03Teach 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

04Build 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

05Add 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

Across the funnel

Every stage had a job. Here is what each one did.

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.

Results. Measured the way the CFO measures them.

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.

Lessons

What you can take from this. Even if you never hire us.

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.

Services used

Account-based marketing Events & webinars Appointment setting B2B lead generation

Industry

System Integrators & Consulting Partners

Questions about this story. Answered.

Still unsure? Ask us directly.

How do Salesforce consulting partners generate leads?

Tie outreach to platform decisions buyers must make, and build partnerships with larger SIs. For 4CE CloudLabs, a US Salesforce partner, Lemniscate Growth ran account-based marketing and webinars on Veeva CRM to Life Sciences Cloud and CPQ to Revenue Cloud migrations, built SI partnerships for consulting and training, and produced a multi-million dollar pipeline.

How should a Salesforce partner market CPQ to Revenue Cloud migration services?

Target companies known to run Salesforce CPQ, explain in plain terms what moving to Revenue Cloud and Revenue Lifecycle Management involves, and offer a webinar or assessment as the next step. 4CE CloudLabs used this migration as one of two campaign anchors in its account-based programme with Lemniscate Growth, alongside Life Sciences Cloud.

How do you market Veeva CRM to Salesforce Life Sciences Cloud migration services?

Build lists of life sciences companies running Veeva CRM, reach IT and commercial operations leaders with migration-specific messaging, and use webinars to teach the move. Lemniscate Growth ran this for 4CE CloudLabs, a US Salesforce partner, combined with in-person meetings and SI partnerships, contributing to a multi-million dollar pipeline.

What made 4CE CloudLabs stand out among thousands of Salesforce consulting partners?

4CE CloudLabs stood out by talking about migrations its buyers already had to plan, rather than repeating the certifications every Salesforce partner lists. The US consulting partner anchored its account-based marketing and webinars to two platform shifts, including the move from Veeva CRM to Salesforce Life Sciences Cloud. A planned migration gave IT and commercial operations leaders a concrete reason to talk to an expert partner, and the program produced a multi-million dollar pipeline.

Why did webinars work for 4CE CloudLabs?

Webinars worked for 4CE CloudLabs because each one taught a specific Salesforce migration that attendees were already facing. A US Salesforce consulting partner, 4CE ran many of these sessions, and they gave engaged accounts a natural next step: a conversation with its architects. Attendee follow-up was tied into the account-based sequences, so a webinar opened a sales conversation rather than ending as a one-off event. That funnel contributed to a multi-million dollar pipeline.

Why did 4CE CloudLabs build partnerships with large system integrators?

4CE CloudLabs partnered with large system integrators because a mid-sized Salesforce consulting partner cannot be in every large account or staff every project alone. Those SIs now bring 4CE in for consulting and training work, extending its reach into accounts it could not win directly. Big integrators need extra expert capacity, so a partner that is easy to work with gets pulled into their deals. This network runs alongside 4CE's direct account-based pipeline.

Can a migration-led approach like 4CE CloudLabs used work for my consulting firm?

It can fit when your buyers face a platform change they cannot put off and you have real expertise in that change. 4CE CloudLabs, a US Salesforce consulting partner, had both: migrations to anchor campaigns, buyers who own a clear decision, and architects who could teach the move in webinars. It also had room to add manufacturing SMEs as a second market and partners among large SIs. Without a concrete platform shift to build around, results will differ.

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