Built for the Road
to $800M.

SPATCO grew to $350M on relationships, field expertise, and hustle. The next $450M needs a system behind it. Sales Cloud, Marketing Cloud, and Data Cloud Foundations — sitting on top of the SAP system of record you already trust.

$350M → $700–800M
Revenue → Target
700+
Field Technicians
36
Locations
Fragmented Quoting
Reactive-Only Sales
No Campaign Attribution
Phase 1 Scope
What Leadership Will See

Figures shown are illustrative — the structure is what matters.

Scroll
The Challenge

Three things standing between
SPATCO and the next $450M.

Not theory — these came straight from Kevin's team. Hover or tap any card to see how the Phase 1 platform answers it.

01 — Systems

Fragmented Quoting

Sales activity lives in SAP, SharePoint, and email at the same time. Sales, sales support, and estimating each log into different places to move one deal forward — and no single record holds the whole story.

3disconnected systems per quote (SAP · SharePoint · email)
0shared opportunity records across the three teams
Hover →
Sales Cloud

One opportunity record. One source of truth.

  • Every quote, contact, and activity attaches to a single opportunity — not a folder or an inbox.
  • Sales, sales support, and estimating work the same record with role-appropriate visibility.
  • SAP stays the system of record — Salesforce syncs with it as the front-end engagement layer.
Signed Phase 1 · Sales Cloud configuration
02 — Motion

Reactive-Only Sales

Roughly 80–90% of new business comes from existing relationships. There's no fit-scoring, no lead prioritization, and reps have no visibility into account whitespace — so growth tracks the relationships, not the market.

80–90%of new business from existing relationships
Noneof the account base scored for fit or whitespace
Hover →
Data Cloud + Sales Cloud

See the whitespace. Then go get it.

  • Data Cloud Foundations unifies account profiles so every line of business on an account is visible in one place.
  • Reps can see which accounts buy one service and not the other four — and prioritize outreach accordingly.
  • Relationship-led selling stays — it just stops being the only motion available.
Signed Phase 1 · Sales Cloud + Data Cloud Foundations
03 — Marketing

No Campaign Attribution

About 30 trade shows a year. Leads get captured on badge scanners and hand-built spreadsheets — then disappear. Nobody can say what happened to a lead after the show, or what any event actually returned.

~30trade shows per year, manually captured
$0of that event spend currently traceable to pipeline
Hover →
Marketing Cloud

Every show lead, traced to pipeline.

  • Badge scans land directly in a campaign — no spreadsheet hand-off, no lost week.
  • Automated journeys follow up within hours while SPATCO is still top of mind.
  • Campaign influence reporting answers "what did that show return?" with a number, not a guess.
Phase 1 product scope · Marketing Cloud
Phase 1 Platform

Three products. One front end.
SAP stays exactly where it is.

This is the scope being finalized today — nothing speculative. Click any card for what it does specifically for SPATCO.

Sales Cloud

One opportunity record across sales, sales support, and estimating — replacing the SAP + SharePoint + email scramble.

In Scope · Signed

Marketing Cloud

Turns ~30 trade shows a year from a spreadsheet exercise into a measurable pipeline engine with real attribution.

In Scope · Phase 1

Data Cloud Foundations

Unified account and contact profiles across lines of business — the included-value layer that makes whitespace visible.

In Scope · Included Value
Not in Phase 1 — Roadmap Only

Field Service, Revenue Cloud, and Agentforce are deliberately out of scope today. They appear later in this site only as forward-looking direction, tied to SPATCO's existing SAP Field Service agreement window — not as anything being sold now.

SalesCloudMarketingCloudData CloudFoundationsSalesforce
System of Record — Not ReplacedTwo-way sync
SAP ERP · finance · inventory · service contracts

Salesforce is the engagement layer — Sales Cloud, Marketing Cloud, and Data Cloud Foundations sit inside it. SAP stays the system of record underneath.

Product Demo

From badge scan to booked meeting —
without a spreadsheet in the middle.

The single loop that closes the Slide 2 gap: a trade-show lead becomes a CRM record and gets followed up automatically. Three steps, no manual hand-offs.

1

The lead is captured at the booth

A badge scan at one of SPATCO's ~30 annual shows writes straight into a Marketing Cloud campaign — tagged to the event, the booth, and the rep who scanned it. No badge-scanner export, no overnight spreadsheet cleanup.

Marketing Cloud
2

It becomes a real CRM record

The lead lands in Sales Cloud with the account already matched against unified Data Cloud profiles — so the rep immediately sees whether this is a net-new prospect or an existing customer buying a second line of business.

Sales Cloud + Data Cloud
3

Follow-up happens on its own

An automated journey goes out within hours while SPATCO is still fresh. Rep activity, quote, and outcome all attach to one opportunity — which is what finally makes "what did that show return?" a reportable number.

Campaign Influence Reporting

Why this loop first: it is the shortest path from a real SPATCO pain point to a number Scott and John can see on a dashboard. Nothing here depends on AI, and nothing here touches SAP's role as the system of record.

Step 1 of 5

Scan the badge.
Lead captured in one tap.

Dana stops by Booth B12. One scan captures name, company, and interest area — no clipboard, no end-of-show spreadsheet.

👆Tap to begin
2:14 SPATCO Sales
👆
Badge Scan to Pipeline
Tap through 5 screens — booth scan to reportable outcome — in about a minute.
Tap to Begin →
Booth B12 Badge Scanner LIVE
Carolinas Fuel & Fleet Expo
Scanning badge…✓ Badge captured
DW
Dana Whitfield
Fleet Operations Manager
Hot
CompanyHarborview Freight Lines
InterestEnvironmental Compliance
Scanned byJ. Okafor · 2:14 PM
Marketing Cloud Campaign
Carolinas Fuel & Fleet Expo
Trade show · Booth B12 · Follow-up journey active
63Campaign
Members
LiveFollow-up
Journey
Newest Members
Dana Whitfield
New
Harborview Freight Lines
Carolinas Fuel & Fleet ExpoBooth B12Rep: J. OkaforEnvironmental
Priya Nair
Lakeside Fuel Co-op · Booth B12
Tom Reilly
Northgate Transit · Booth B12
Sales Cloud Converted
✦ Data Cloud · Unified profile match
Harborview Freight Lines
Customer since2021
Active linePetroleum Service
New interestEnvironmental Compliance
Second line of business
Opportunity Created
1 Record$30,000
Harborview — Environmental Compliance
StageQualification
SourceTrade Show · Booth B12
OwnerJ. Okafor
Activity Timeline Automated
Harborview — Environmental Compliance
Badge scanned at Booth B122:14 PM · Carolinas Fuel & Fleet Expo
Added to campaign · account matched2:14 PM · Marketing Cloud + Data Cloud
Journey email sent5:02 PM · "Great meeting you at the Expo" Within 3 hrs
Task created for J. OkaforCall Dana re: environmental scope · due tomorrow 9:00 AM
Email opened5:41 PM · engagement logged to the record
Campaign Influence Report
Carolinas Fuel & Fleet Expo
4.1x
Return on event spend
Event spend$12,000
Influenced pipeline$49,200
Opportunities3
This Lead's Share of Pipeline
Harborview · $30,00061% of $49,200
✅
“What did that show return?” — now a number, not a guess.
Illustrative figures.
Interactive Demo — See where this platform is headed
Walk through a technician's day — tap the phone screen to begin 👇
Step 1 of 10

Marcus starts his day.
5 jobs, already sequenced.

No more guessing the route or calling dispatch for the next stop. Everything Marcus needs is already on his phone.

👆Tap the phone to begin

Scope Note

Field Service is Phase 2 — not in today's signed scope. This walkthrough shows where the platform goes once the Phase 1 foundation is in place, timed against SPATCO's existing SAP Field Service agreement window.

Tap anywhere on the screen
7:12 SPATCO Field
👆
A Technician's Day
Tap through 10 screens — dispatch to done — to see where the platform is headed.
Tap to Begin →
Tue · Sep 29 Today
MW
Good morning, Marcus
Truck 214 · Petroleum Service Tech II
5Jobs
Today
78Route
Miles
8:30First
Stop
Today's Route
1
Ridgeline Manufacturing
8:30 AM · 12.4 mi
2
Cross Creek Travel Plaza
11:15 AM · 9.2 mi
3
Harper Logistics Yard
1:45 PM · 16.8 mi
Sequenced by proximity and skill match · 2 more stops below
Navigation LIVE
Turn right onto Kettle Creek RdEn route to Ridgeline Manufacturing
12.4 mi · ETA 8:30 AM
Job BriefingWO-48210
Gate code4471
Ask forT. Ellison · Plant Maintenance Lead
AccessEnter via Bay 3
My Work Orders 5
Sorted by Priority
High PriorityWO-48210
Ridgeline Manufacturing
STP fault alarm — submersible turbine pump
8:30 AM · 12.4 miOpen →
MediumWO-48214
Cross Creek Travel Plaza
Quarterly dispenser calibration — 8 fueling positions
RoutineWO-48219
Harper Logistics Yard
DEF tank level sensor inspection
Tap the top work order to open it
WO-48210 High
Ridgeline Manufacturing
4410 Kettle Creek Rd · Bay 3 Fuel Island
⇄ Synced from SAP
Asset
EquipmentSubmersible Turbine Pump
Asset IDRM-STP-0417
InstalledMar 2019 · 7 yrs
Last ServiceMar 14, 2026
Prior Service Notes
Mar 14, 2026 — D. Alvarez
Intermittent control relay chatter noted. Cleaned contacts, cleared fault. Flagged relay for replacement at next PM.
Parts Check T-214
Required for This Job
Pump Control Relay
P/N 4482-RLY · 240V 3-pole
Checking Truck 214 inventory…
✅
In stock
Truck 214 · Bin C-3 · Qty 3
Confirmed
Truck 214 Inventory
Line items on board142
Inventory value$34,800
Parts used this week11
No second trip, no warehouse call, no guessing what's on the truck.
On Site Service Checklist 0/5
STP Fault — Standard Procedure
Inspect containment sump
Test leak detection sensor
Replace pump control relay
Calibrate dispenser meter
Verify flow rate & pressure
Same terminology techs already use in the field — nothing new to learn.
WO-48210 Job-Site Photo 5/5 Done
Completed Job Site
WO-48210 · 9:58 AM · GPS locked
Take a photo of the completed job site
Photo attached to WO-48210
Ridgeline Manufacturing · job site · 9:58 AM
✅
WO-48210 Close Out 5/5 Done
Photo Documentation
RELAY — BEFORE
RELAY — AFTER
Customer Sign-Off
T. Ellison
Plant Maintenance Lead
Sep 29, 2026
10:04 AM
✅
Job marked complete
Record updated · 1.6 hrs logged · parts consumed
LIVE Dispatch View Reg. SE
Marcus Webb · Truck 214
✅
WO-48210 Closed
Ridgeline Manufacturing · 10:04 AM
Auto-AssignedWO-48214
Cross Creek Travel Plaza
9.2 mi · ETA 11:15 AM · navigation ready
Region Board — Live
Techs active18 of 21
Jobs closed today37
Unassigned queue2
One shared picture instead of a separate board per location.
5:40 PM Day Wrap-Up T-214
4 of 5
Jobs Completed Today
This Week
M T W T F
✦ Looking ahead — future capability
Ridgeline's STP-0417 is due for service in 30 days — flag for next visit?
Flag It Not Now
Illustrative only — proactive nudges are future scope, not part of Phase 1.
Connected Operations

Three tools get absorbed.
SAP stays right where it is.

Phase 1 consolidates the scattered front-end tools into one platform. It does not touch the ERP — SAP remains the system of record, connected by a clean two-way sync.

SAP ERP · finance · inventory · service contracts System of Record — Not Replaced
SharePoint Quote docs, proposals, scattered folders Absorbed
Email-Based Quoting Threads between sales, support, estimating Absorbed
Manual Marketing Tools Constant Contact, badge scans, spreadsheets Absorbed
Salesforce Engagement Layer
SharePoint quoting → Sales Cloud
Email threads → Sales Cloud activity
Manual marketing → Marketing Cloud
SAP ⇔ Salesforce — two-way sync, ERP untouched
Today — point-to-point workarounds between disconnected tools
With Salesforce — one front end, SAP integrated as the system of record
Platform Architecture

A foundation first.
Intelligence only where it earns its place.

Phase 1 is a data and engagement foundation, not an AI program. The trust layer is here because SPATCO's IT team asked the right question early: does proprietary data ever train someone else's model?

SAP stays the system of record — Salesforce syncs with it as the front-end engagement layer.

To be finalized with the implementation partner during discovery. No integration tooling is assumed or committed in the current scope.

SPATCO's data stays SPATCO's data. No customer data is retained by the model provider, and nothing SPATCO puts into the platform is ever used to train an outside model. Zero data retention, dynamic grounding, and toxicity/audit controls are built into the platform — not bolted on later.

Value already included with Phase 1 licensing — not a future purchase.

Phase 1 applications: Sales Cloud and Marketing Cloud, with reports and dashboards for leadership visibility.

Deliberately absent: Agentforce and advanced AI agents. They sit above this stack and are a later conversation — after the foundation is live and the data is clean enough to be worth reasoning over.

What Leadership Sees

The four numbers that tell you
whether this is working.

These are the KPIs the deal team selected for the business case. Figures shown are illustrative — the structure is what matters.

spatco.lightning.force.com/lightning/n/Revenue_Leadership
Sales Home Opportunities Accounts Campaigns Dashboards KB
Dashboards
📊 Revenue Leadership 🎯 Pipeline by Region 🏭 Account Whitespace 📣 Campaign Performance
Reports
Rep Activity Summary New Hire Ramp Tracker Trade Show ROI
Whitespace Penetration
31%
▲ 12 pts vs. baseline
Rep Selling Hours / Wk
27.4
▲ 4.9 hrs recaptured
New-Hire Ramp
14 wk
▼ 4 wks faster
Trade Show ROI
4.1×
▲ from untracked
Accounts by Lines of Business Purchased
Illustrative · 900-account commercial base
1 line of business only612
2 lines of business194
3 lines of business71
4+ lines of business23

68% of accounts buy one thing. That is the whitespace.

Expansion Pipeline by Segment
Open cross-sell opportunities
$18.4M OPEN
Petroleum Service$7.5M
Environmental$5.0M
EV Infrastructure$3.5M
DEF & Equipment$2.4M
27.4Selling hrs / wk / rep
Before Phase 122.5 hrs
With Salesforce27.4 hrs
▲ 4.9 hrs recaptured
Where a Rep's Week Goes
Illustrative · average across ~38 sellers
Selling & customer time27.4 hrs
Quote assembly & rework5.1 hrs
Manual data entry / lookup4.2 hrs
Internal reporting3.3 hrs

Baseline before Phase 1: 22.5 selling hours per week.

Selling Hours Trend
Post-go-live, by quarter
Q1Q2Q3Q4

Recaptured hours compound as adoption climbs.

14 wkTo first closed deal
New sellers reach their first closed deal 4 weeks sooner than the 18-week baseline — guided steps in the CRM instead of tribal knowledge.
▼ 4 wks faster
Time to First Closed Deal
Illustrative · new commercial sellers
Before — tribal knowledge18 weeks
After — guided in CRM14 weeks
4 wks
Faster to Revenue
12
Hires / Year

Matters most when headcount grows toward the $800M plan.

Onboarding Milestones Completed
Cohort of 12
Wk 2Wk 4Wk 8Wk 12

Visibility into who is stalling, before the quarter ends.

$0of event spend traceable to pipeline today
→
4.1×trade-show ROI, measured per event
▲ from untracked
Trade Show Performance
Illustrative · top events of ~30 per year
Southeast Petroleum Expo$1.42M influenced
NACS Regional$0.96M influenced
EV Charging Summit$0.61M influenced
State Fuel Marketers Assn.$0.18M influenced

The bottom row is the point — you can finally cut what doesn't work.

Lead Follow-Up Status
All event leads, last 12 months
2,140 LEADS
Worked & nurtured58%
In journey29%
Unqualified13%
$18.4MOpen pipeline
One view of open pipeline across all 36 locations — every region on the same definitions, instead of one spreadsheet per branch.
4 regions
Open Pipeline by Region
Illustrative · all open opportunities
Carolinas$7.6M
Southeast$4.9M
Mid-Atlantic$3.2M
Midwest$2.7M

Leaders see where pipeline is thin before the quarter closes.

Pipeline per Location
Illustrative · open pipeline ÷ locations
Carolinas · 12 locations$633K
Southeast · 10 locations$490K
Midwest · 6 locations$450K
Mid-Atlantic · 8 locations$400K

Same $18.4M, normalized so small branches aren't hidden behind big ones.

Business Value

What Phase 1 costs.
What it's expected to return.

Real Numbers We're Working With Signed / near-signed SOW with LogicRain Technologies Inc. · Aug 10 – Nov 27, 2026
$115,000
Phase 1 Implementation
Fixed cost · 14–16 weeks · milestone-billed across the engagement, not a lump sum.
$50,000
Sales Cloud Configuration
Leads, accounts, opportunities, pricebook, activity, workflows, reporting.
$50,000
SPIFF Implementation
Native commission management, tied to Opportunity data.
$15,000
Data Migration
Up to 50,000 records migrated into the new org.
For scale: SPATCO currently commits roughly $411K per year to SAP Field Service & Asset Management software alone — a separate system that stays exactly where it is. Phase 1's entire implementation ask is a fraction of what's already committed to a single point solution.
Milestone schedule
$57,500 → $19,250 → $19,250 → $19,000
38
SPATCO actual
6.0
Industry benchmark
$65
Industry benchmark
Annual Value
$0
Recaptured selling capacity
Reps × admin hours × 52 weeks × hourly rate × 50% recapture. Half the reclaimed time is assumed to convert to real selling activity — the rest absorbs into the day.
Assumes quoting, lookup, and reporting consolidate onto one opportunity record instead of SAP + SharePoint + email.
30
SPATCO actual
$12,000
Industry benchmark — editable
18%
Industry benchmark
Annual Value
$0
Recovered return on event spend
Shows × spend per event × lift %. Models the share of event investment currently lost because leads go into a spreadsheet and never get worked.
Excludes the strategic value of finally being able to cut the events that don't return — which is usually the bigger number.
12
Benchmark — scales with growth plan
4
Industry benchmark
$3,000
Industry benchmark
Annual Value
$0
Faster time-to-productivity
Hires × weeks removed × weekly loaded cost. A guided CRM process replaces "shadow a tenured rep until it clicks."
Most material under the $700–800M plan, where sales headcount grows faster than tribal knowledge can transfer.
900
Benchmark — to be confirmed
82%
Reflects 80–90% relationship-led reality
2.0%
Conservative benchmark
$45,000
Industry benchmark
Annual Value
$0
Expansion revenue from visible whitespace
Accounts × single-threaded % × conversion % × deal size. The mechanism is Data Cloud unified profiles making the gaps visible to reps.
The single largest lever in the model — and the one most directly tied to the $350M → $800M mandate.
Total Identified Annual Value
$0
Phase 1 Investment
$115,000
Payback
—

Figures marked SPATCO actual come from the deal team's discovery with Kevin Bretcher's organization. Figures marked industry benchmark are defaults to be replaced with SPATCO data during the business-case build. The $115,000 investment covers implementation services only; Salesforce license subscription is priced separately.

The Path Forward

Where this takes you.

Phase 1 isn't a technology project. It's the operating system for the next $450M of growth.

Sales Visibility at Scale

One opportunity record across 36 locations means Kevin can forecast the business instead of assembling it. Pipeline becomes a system output, not a monthly reconciliation exercise.

Marketing That Proves Its ROI

Thirty events a year stop being a cost line and start being a measurable channel. When the board asks what marketing returned, there's a number attached to a campaign.

A Foundation for What's Next

Clean, unified data is the prerequisite for everything that comes after — Field Service, deeper automation, and eventually AI. Get the foundation right and the rest becomes a decision, not a rebuild.

Room to Grow Without Ripping Out What Works

SAP stays the system of record. Finance, inventory, and service contracts don't move. Salesforce sits on top as the engagement layer — additive, not disruptive.

Implementation Plan
The real, signed/near-signed SOW schedule with LogicRain Technologies Inc. — August 10 → November 27, 2026, 14–16 weeks, $115,000 fixed. Click any row for detail.
Aug 2026Sep 2026Oct 2026Nov 2026
Ramp & Discovery
2 wks
Sales Cloud Configuration
6–8 wks
SPIFF Commissions
4–5 wks
Data Migration
2–3 wks
SIT & UAT
3 wks
Go-Live
Nov 27
Phase 2 — Field Service What's Next
Future scope · no committed dates · tied to the existing SAP Field Service agreement window running into late 2027
Payment Milestones
$57,500$19,250$19,250$19,000
Billed against milestones across the engagement — not a lump sum.
Who's On This
The people accountable for getting Phase 1 live.
Salesforce
GS
Grant StephensRegional Vice President
Samuel Schmal
Samuel SchmalAccount Executive
Eric Dalton
Eric DaltonSolutions Engineer
SSPATCO
KB
Kevin BretcherChief Revenue OfficerExecutive Champion
JF
John ForceChief Executive Officer
SW
Scott WattenbergChief Financial Officer
LImplementation Partner
DP
Dirgesh PatelVP of Growth · LogicRain Technologies Inc.
5-Person Delivery Team
Solutions ArchitectProject ManagerBusiness AnalystSales Cloud ConsultantQA

Let's get Phase 1 signed.

The scope is defined, the partner is lined up, and the schedule holds an August 10 start with a November 27 go-live. The only thing left is the decision.

Samuel Schmal Samuel SchmalAccount Executive samuel.schmal@salesforce.com
GS
Grant StephensRegional Vice President grant.stephens@salesforce.com
Eric Dalton Eric DaltonSolutions Engineer eric.dalton@salesforce.com
📄 Executive Summary 📊 Business Value Assessment 👥 Account Team
Prepared for SPATCO Energy Solutions · Salesforce · September 2026
Phase 1 scope: Sales Cloud, Marketing Cloud, Data Cloud Foundations. SAP remains the system of record.
Field Service, Revenue Cloud, and Agentforce appear here as forward-looking roadmap direction only.