Process Intelligence
Salesforce data → event log → process insight → value

Framed value case: Lead-to-Close

Open the process dashboard for a data-driven analysis →
illustrative annual upside at 50% capture: gross, across three overlapping process issues
Full-gap scenario
Value items

Three process issues, each with a number attached

Each item ties a business objective to a KPI measured in the event log and an illustrative full-gap value. The gaps are associations to validate, not proven causes. Re-quotes get the deep-dive.

Total, gross

Business case · deep-dive on item 2

Reduce re-quotes in quote-to-close

Proposed opportunity owner: VP Revenue Operations.

Time frame: Scope: deals that reached Negotiation/Review Amount: bookings Data: simulated, Salesforce object shape

Challenge

    Root cause to capture

    • Re-quote reasons to break down: quote expired while awaiting approval, discount renegotiated, scope change, pricing error.
    • Hotspots by approver queue, region and rep: approvals handled, median wait, re-quote rate.
    • Test whether approval delay causes quote expiry and re-quotes before acting on it.

    Solution

    • Process discovery and performance views expose where quotes wait and loop back.
    • Conformance checking flags deals that skip Qualification or bypass approval steps.
    • Agree a controlled pilot with RevOps and Finance once re-quote causes are validated.

    Tracking

    (Baseline re-quote share − share after intervention) × negotiated deals per year × win-rate gap × average won deal
    • Baseline: of negotiated deals re-quoted (frozen)
    • After intervention: measured against a comparison group
    • Incremental bookings validated by Finance; revenue recognition assessed separately

    Go deeper

    Approach, data and documents

    Approach

    From finding value to realising it

    This demo covers Identify and Frame. Commit and Realize run with the customer's process owners.

    01

    Identify

    Mine the CRM event log: process map, variants and bottlenecks.

    Today
    02

    Frame

    Size each opportunity from its KPI baseline and illustrative assumptions to validate with process owners.

    03

    Commit

    Validate KPI definitions and values with each opportunity owner.

    04

    Realize

    Act on the root cause, then track the KPI against its baseline.
    Data assets · live Salesforce run

    Salesforce data to Process Intelligence in four steps

    The same pipeline, run against a real Salesforce trial org. It proves the plumbing works; the business numbers above come from the simulated dataset.

    1. ExtractSOQL over the REST API for Lead, Opportunity, OpportunityHistory and Task, signed by the Salesforce CLI session. extract.py
    2. CorrelateOne case per deal: Opportunity Id. Tasks join on WhatId, leads on ConvertedOpportunityId. transform.py
    3. LoadCSV and IEEE XES with activity, timestamps, resource and case attributes, ready to import into a process mining tool.
    4. Mine and sizeDirectly-follows graph, variants, cohort win rates and a driver-based value model. mine.py
    Live run

    Proven against a real Salesforce trial org

    opportunities extracted
    events in the log

    seed.py loaded demo deals and walked them through real stage changes, standing in for a client's CRM. Trial orgs can't backdate history, so elapsed times are seconds.

    CSVSimulated event log800 deals · used for the analysis XESSimulated event logIEEE XES with lifecycle events CSVLive event logExtracted from the Salesforce trial org XESLive event logSame extract, XES format
    Salesforce trial org with the seeded demo accounts
    The trial org with ${cases} seeded [Demo] records, standing in for a client's CRM.
    Stage history for one demo deal showing a re-quote loop
    OpportunityHistory for one deal: Propose → Negotiate twice, the re-quote loop the analysis measures.
    Documents

    Decks, analysis and source code

    InteractiveProcess analysisMap, paths, bottlenecks and the value model. PDFStory deckEight slides: answer, evidence, value, next steps. PDFTech setup deckFrom a Salesforce org to an event log. SourceGitHub repositoryPipeline, event logs and deck generator.