Optimizing Salesforce to Manage Multi-Year Opportunities
With decades of experience in the water industry under its leadership, Diameter Services helps utilities optimize operations, reduce water loss, and achieve data-driven performance improvements through its deep technical and strategic expertise.
As Diameter Services expanded its strategic advisory work and supported more municipal clients across multiple programs, the company needed its internal systems to keep pace. While Salesforce provided a powerful foundation, key processes still required optimization to support daily execution and give leadership better visibility across the pipeline.
Without refined workflows and reporting in place:
Diameter didn’t need a total rebuild — they needed strategic improvements that would make Salesforce easier to use, more aligned with how the team worked, and more valuable for decision-making.
Terrabbit began by working closely with Diameter Services to understand how their team manages strategic advisory work day-to-day — including how they track client relationships, evaluate pipeline, and report across practice areas.
Rather than introducing unnecessary complexity, Terrabbit focused on targeted enhancements designed to improve usability, increase visibility, and strengthen adoption across the sales team.
Over the course of the engagement, Terrabbit delivered several high-impact improvements:
To support real-world workflows, Terrabbit enabled Outlook integration so the team could better connect client communications with Salesforce — reducing manual effort and ensuring account activity was captured more consistently.
Terrabbit supported the setup and configuration of the Time Warp app, giving the Diameter team improved visibility into sales activity and timelines. This helped create a clear context around client engagements and opportunity progression.
Terrabbit refined the Accounts and Opportunities page layouts to better match how Diameter works. The result was a more streamlined experience for sales users — highlighting the most important information and improving day-to-day efficiency when updating records, tracking progress, and preparing for client conversations.
To support leadership reporting needs, Terrabbit created a new opportunity volume report to help Diameter track pipeline activity across practice areas and bring greater consistency to how performance is measured. By aligning reporting views and standardizing key details, leadership gained a clear, more reliable picture of pipeline health.
By the end of the engagement, Diameter Services had a smoother Salesforce experience, stronger pipeline visibility, and workflows that better matched how the team works day to day.