Opportunity & Pipeline Management

Turn Pipeline Complexity into Revenue Clarity

Empower your ad-sales organization with accurate, actionable pipelines that build forecast confidence and accelerate deals.

The Strategic Challenge

Pipeline should tell leaders where to lean in and where to hedge. Too often, it doesn’t. Opportunities are captured inconsistently, stage definitions drift, and agency–brand hierarchies aren’t reflected in the way deals are modeled. RFP-led motions, rate approvals, and inventory constraints show up outside CRM, so managers can’t see risk or momentum early enough to intervene. The result is a cycle where teams spend time reconciling numbers instead of advancing revenue—and forecasting inherits the ambiguity.

Our Point of View

Pipeline management is not hygiene; it’s the operating system of ad sales. When definitions are clear, exit criteria are enforced, and narratives match reality, pipeline becomes predictive rather than descriptive. Quality beats quantity: a smaller, better-qualified pipeline with disciplined progression outperforms a bloated list of “possibles.” The aim is a shared language, across sellers, managers, RevOps, and Ad Ops, so stage, probability, and timing actually mean the same thing and can be trusted to steer the quarter.

How V2 Helps

V2 approaches pipeline as a behavior change supported by systems. We align executive sponsors on what “good” looks like, then embed practical ways of working that sellers will actually follow: clear stage gates, consistent RFP intake, deal health signals, and coaching rhythms that surface risk while there’s still time to act. With two decades in ad sales, and deep Salesforce implementation experience, we make the process durable without adding friction.

We help ad-sales leaders:

• • Define opportunity strategy and governance to align activity with revenue accuracy.
  • Stabilize stage definitions and exit criteria; introduce deal-health signals and manager coaching cues.
  • Connect pipeline with inventory and pricing realities so risk shows up before approvals stall.
  • Integrate CRM with OMS/ad platforms to reduce duplicate data entry and reconcile faster.
  • Provide executive views that separate noise from signal and clarify where to reallocate effort mid-quarter.

Integrated Salesforce Solutions

These Salesforce products typically anchor our pipeline programs, turning intent into an operating rhythm the field can sustain.

Data Cloud: Unifies consent-aware buyer identity and key behaviors so segmentation and account context enrich opportunities. When teams are earlier in the journey, readiness work clarifies taxonomy and governance to support scalable modeling.

Agentforce: Lightweight assistants that coach pipeline hygiene, flag risk on aging or pricing variance, and draft next actions from brief/RFP context. Useful for reinforcing process without adding meetings.

Sales Cloud: The system of record for opportunities, RFP intake, stage gating, and approvals. We configure process so sellers move faster while managers gain reliable, comparable signals across teams and territories.

CRM Analytics (CRMA): Hierarchy-aware dashboards that show pacing, win rates, price realization, and conversion by stage, turning pipeline from a list to a decision tool for leaders and RevOps.

Recent Customer Success: From Stale Pipelines to Predictable Revenue

The Business Challenge

A regional broadcaster and streaming media group struggled with pipeline visibility and forecast accuracy across multi-market operations. Stage definitions varied by region, RFPs lived in email, and inventory realities were reconciled late. Leadership lacked an aligned view of deal health, aging, and price realization; managers spent reviews debating the numbers instead of deciding what to do next.

Our Approach & Solution

V2 started by aligning leaders on a common pipeline vocabulary and planning cadence, then mapped how deals actually progressed. We standardized stage definitions and exit criteria, clarified commit vs. upside, and introduced a concise deal-health score that blended aging, approvals, and next-action quality. In Sales Cloud, we enabled package-aware opportunity flows and streamlined RFP intake; in CRMA, we stood up pacing and conversion views by market, agency hierarchy, and product line. A targeted Data Cloud readiness assessment established identity conventions to enrich accounts and opportunities over time.

The Outcome

Within two quarters, forecast calls shifted from reconciliation to action. Win rates improved on well-qualified deals, managers intervened earlier on aging and pricing variance, and leadership gained a clear view of coverage and risk by market and buyer type. The same operating model became the foundation for adjacent improvements in forecasting, fulfillment visibility, and revenue reconciliation.

We’d Be Glad To Help

If your team spends more time debating pipeline than advancing it, we can help. V2 brings the combination of management-consulting discipline and Salesforce execution that makes pipeline a reliable steering mechanism for growth.

Reach out below, and we’ll set up time with your team.

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