Podium

Salesforce team structure
Rev ops team structure
background
Company Overview
A robust communication platform consisting of 8 distinct 'modules' for local businesses to interact with customers.
Industry
SaaS
Total Headcount
1,100+ employees
Sales Headcount
500 Reps
Support Headcount
100 Reps
Total Funding
Funding Rounds
Last Funding Date
Last Funding Amount

Salesforce Team Size

15 people
Tech stack

Salesforce Products

  • Sales Cloud
  • Service Cloud
  • CPQ Cloud
  • Mulesoft
  • Slack

Third Party Tools

  • Marketo
  • DocuSign
  • Netsuite
Salesforce team

Select Business Systems Leaders:

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Delivered bi-weekly.

Full Business Systems Team:

Subscribe to our Newsletter for breakdowns and insights on the entire Salesforce team at hundreds of orgs.
Delivered bi-weekly.

The Go-to-Market Systems team at Podium spans a total of 15 people.

  • Sr. Director, Business Applications
  • (2) Manager, Business Applications
  • Salesforce Engineering Manager
  • (2) Salesforce Architects
  • (2) Salesforce Business Analysts
  • (4) Salesforce Administrators
  • (3) Salesforce Engineers


By the numbers, it's a fairly standard group for an org this size, given they support Sales Cloud, Service Cloud, CPQ / Billing, and Mulesoft.

The area that caught our eye most is how they resource the portion of their team focused on Salesforce CPQ / Billing, which is typically the product area causing the most headache for companies operating on Salesforce at this scale.

In our team analysis, we focus on exactly how they have resourced this segment of the team to create perfect alignment across the organization.

revenue operations team

Full Rev Ops Team:

Subscribe to our Newsletter for breakdowns and insights on the entire Salesforce team at hundreds of orgs.
Delivered bi-weekly.

Select Revenue Operations Leaders:

The fact that Podium only has 3 people on Deal Desk is evidence of success.

  • Deal Desk Manager
  • Deal Strategy Analyst
  • Sr. Deal Desk Analyst


You don’t see ANY bloat on this team.

A huge Deal Desk team means you’re covering up for inefficiencies. Order Operations and keyboard punching becomes the primary use of time.
And Deal Strategy takes a backseat.


The exact opposite of what you want to happen.

But this alignment doesn’t just happen after implementing CPQ. It requires an ongoing collaboration btwn business teams & GTM Systems.

And that partnership needs to exist at every level within the business. When it comes to CPQ, you need Specialists driving at every level.

team analysis
💡 FoundHQ Insights:
Our biggest takeaways after analyzing the structure and full team composition.

Frankly, the only way to succeed with Salesforce CPQ is cross-functional alignment.

And the lack of that alignment is what causes a cascading sequence of issues for companies trying to leverage CPQ.

The reality is quite simple: you won't achieve it without properly structuring the Salesforce team.
Simply having a big team won’t solve your problems.
You need to design the org with precision.

Salesforce CPQ Org Design at Podium

At this scale & stage of growth, Podium is in a uniquely challenging position.

Rev Ops & GTM Systems need to support both SMB & Enterprise motions.

  • Sales & Service Cloud need to serve a huge number of accounts
  • CPQ / Billing infrastructure needs to work for self-serve and sales-led


And doing so across 8 distinct modules with wildly different parameters creates an added layer of difficulty for Podium.

It means you have to support transactional sales & complex pursuits.

Simply throwing a robust tool like CPQ at the challenge will cause more trouble than good if you haven't nailed pricing & packaging strategy. But once your Rev Ops team has successfully done it, you can put everything else on autopilot.

It's why they place a big emphasis on creating alignment around CPQ:

  1. Build partnerships at the highest level of the org
    It creates an understanding of where GTM Strategy is headed.

    Who Does It at Podium:
    Sr. Director, Business Applications (Promoted from Director, Quote-to-Cash Applications)
  2. Design best-in-class solutions to leverage full platform capabilities
    Salesforce CPQ is a beast and poorly released functionality gets you in trouble quickly.

    Who Does It at Podium:
    Solution Architect, Q2C Applications
  3. Support key stakeholders in a proactive, advisory capacity
    It’s the most critical relationship to building sustained alignment.

    Who Does It at Podium:
    Manager, Business Applications (Promoted from CPQ Business Analyst)
    Sr. Business Analyst (ex-CPQ Product Manager at Pluralsight)
  4. Support users, facilitating a quality day-to-day experience in the tool.
    CPQ is complex. Change management and support are essential.

    Who Does It at Podium:
    Salesforce Business Analyst / Admin (Promoted from Salesforce Billing Admin)

Success with Salesforce is about hiring the RIGHT people. Simply having a big team won’t solve your problems.

You need to design the org with precision by identifying the critical focus areas and creating specialization around them within the team.

Podium
Industry

SaaS

Total headcount

1,100+ employees

Sales Headcount

500 Reps

Support headcount

100 Reps

Salesforce Team

15 people

Company Overview

The Go-to-Market Systems team at Podium spans a total of 15 people.

  • Sr. Director, Business Applications
  • (2) Manager, Business Applications
  • Salesforce Engineering Manager
  • (2) Salesforce Architects
  • (2) Salesforce Business Analysts
  • (4) Salesforce Administrators
  • (3) Salesforce Engineers


By the numbers, it's a fairly standard group for an org this size, given they support Sales Cloud, Service Cloud, CPQ / Billing, and Mulesoft.

The area that caught our eye most is how they resource the portion of their team focused on Salesforce CPQ / Billing, which is typically the product area causing the most headache for companies operating on Salesforce at this scale.

In our team analysis, we focus on exactly how they have resourced this segment of the team to create perfect alignment across the organization.

Total funding

# Funding Rounds

Last funding amount

Last funding date

Additional Insights
Salesforce Products
Sales Cloud
Service Cloud
CPQ Cloud
Mulesoft
Slack
3rd Party Tools
Marketo
DocuSign
Netsuite
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