Jonathan Peckham

Most #Salesforce challenges don’t come from the platform. They come from how data is interpreted. I’ve seen orgs where: • reports were accurate • #CPQ logic worked • dashboards looked clean Yet leadership still asked: “Why is performance dipping?” “Why don’t these numbers align?” That’s where analytics changes the conversation. Salesforce shows what happened. Power BI explains why it happened - across #CRM, #CPQ, and finance views. In real projects: → #Conga handles calculations → Salesforce executes processes → #PowerBI connects the dots The real lesson? #Dashboards don’t create value - Decisions do. And when CRM execution is paired with analytics thinking, clarity replaces guesswork. #CongaCPQ #CRMAnalytics #BusinessIntelligence #RealWorldExperience

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Quoting is a perfect example of where AI helps most: create the quote, adjust pricing, and send it—while keeping everything tracked in Salesforce. Salesforce

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Calvin Osborn — if your Salesforce org isn’t clean, your GTM systems will always struggle. That includes redundant workflows, overly complex flows, and excessive or unused fields. When the foundation is cluttered, every next step — especially automation — becomes harder to scale, less reliable, and ultimately slows down revenue operations. To truly enable automation and actionable insights, you need a clean, well-architected process that ensures data moves seamlessly and accurately across systems — from Marketing to Sales to Customer Success. Without that alignment, inefficiency compounds, visibility drops, and GTM performance suffers. A clean Salesforce org isn’t just operational hygiene — it’s a competitive advantage. It drives scalable automation, empowers your teams with trusted data, and creates the foundation for predictable growth.

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Why Your Salesforce Org Feels Slow, Expensive & Hard to Change CFOs and COOs often face rising Salesforce license costs, paying for unused features, slow sales cycles, and service teams drowning in manual work. Poor forecasting, failed AI pilots, overlapping tools, and growing technical debt make it hard to scale, improve efficiency, or plan for modernization. Without a clear roadmap, low adoption across teams keeps Salesforce from delivering the ROI your business expects. Key Issues You Need to Solve: • Rising license costs and paying for unused features • Slow or broken sales and service processes • Poor data quality blocking AI and reporting • Redundant or conflicting automation and technical debt • Low adoption and poor user experience How OSI Digital Can Help: We provide a rapid, expert-led assessment that uncovers where Salesforce is costing more than it should, identifies broken processes, data gaps, automation conflicts, security risks, technical debt, and UX issues, then delivers a prioritized plan with top issues, quick wins, and a high-level modernization roadmap. 📅 Register for our webinar to learn how to Fix Your Salesforce: Unlock Speed, ROI, and AI Readiness – March 19: https://lnkd.in/grpKmDdy

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I have been getting a lot of questions regarding the recent Salesforce article and email about "Changes to Device Activation for Single Sign-On (SSO)." Here is the breakdown of what changed and how to eliminate those extra verification steps for your users. The Change: Salesforce has tightened its security logic. Even with a successful SSO login, if the device is unrecognized and your Identity Provider (IdP) doesn't explicitly signal that strong authentication (MFA) was performed, Salesforce will now intervene. This triggers a ‘Device Activation’ prompt (email/SMS), creating another step for users who expect a seamless login. The Fix: To prevent these interruptions, Admins need to prove to Salesforce that the login is secure. You can do this by checking/updating two configurations: -- Establish Network Trust: Ensure your organization’s IP ranges are listed under Network Access in Setup (or is listed in the allowed IP ranges in users Profiles). This tells Salesforce the login is originating from a safe location, which usually bypasses secondary challenges. -- Configure High Assurance Claims: Check that your IdP is sending the specific Multi-Factor Authentication signals Salesforce recognizes (SAML ‘AuthnContext’ or OIDC ‘amr’ values). This confirms that your IdP has already handled the security check so Salesforce doesn't have to. Full Article: https://lnkd.in/e_BVFh_n

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Phase 2: BC Integration to Salesforce We’ve moved into Phase 2 of our Business Central (BC) to Salesforce integration project. Phase 1 established the core foundation — integrating customers (accounts), contacts, sales quotes, and sales orders. This allowed Salesforce to manage customer communications for pending quotes, order readiness, and more. Phase 2 takes it further by adding: -Posted Sales Invoices -Posted Sales Credit Memos -Customer Ledger Entries With this enhancement, Salesforce now will hold all collections and aging information, enabling it to fully own communication with customers around payments and balances. Technical Update: For the integration, the Azure stack was chosen as the middleware. While a direct BC-to-Salesforce connection could work, it would cause BC to fail transactions immediately in case of a Salesforce issue and also slowing down BC processing. By using Azure: - BC sends transactions with basically 100% success, - Azure handles delivery to Salesforce asynchronously, - When there are issues in Azure, it will now email us automatically on any failed transfers. We’ve improved error handling for these rare issues — mainly due to Salesforce connectivity or BLOB storage when sending PDF files. When Azure retries can’t resolve the issue, an email is sent out, and then we are able to handle and resend from BC. This project enables our client to more fully leverage the Salesforce capabilities, while keeping the BC processing simple and efficient.

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