TL;DR
- Stage-specific entry criteria trigger subflows for tasks, approvals, and validations.
- Guardrails prevent skipping critical data and surface hints for missing items.
- Managers gain visibility into stuck deals and rework shrinks.
Context
Mid-market SaaS with multi-stage sales cycle and variable AE practices.
Problem
Deals stalled at qualification and proposal; critical data omitted; approvals inconsistent.
Intervention
• Stage gates — Entry criteria per stage, with required fields and validation hints.
• Subflows — Create next best tasks, request approvals, post summaries, and set SLA timers.
• Stall detection — Scheduled check marks opps idle >N days and nudges owners with context.
• Audit & coaching — Chatter summaries and dashboard slices by stage/owner for pipeline reviews.
Outcomes
| Window | 120 days pre vs 120 days post go-live |
| Industry | SaaS |
| Clouds | Sales Cloud |
| Flow Types | Record-Triggered, Subflow |
Throughput measured as % of opps moving from Qualification to Closed Won. Stall threshold set at 30 days idle (configurable).
Timeline
2 sprints plus 1 sprint of coaching dashboards.
Stack
Sales Cloud, Approval Processes (where used), Chatter summaries.
Artifacts
- Stage gate decision map
- Next-best-task subflow diagram
- Stalled pipeline dashboard (owner × stage)
FAQ
Will this block AEs when exceptions are needed?
Guardrails show actionable hints and allow admin-approved bypasses captured in the audit trail for review.
How hard is it to change stage logic later?
Logic lives in small decision subflows; changes are tested in sandboxes with sample scenarios before deployment.