Customer Success Story
How TruSummit Solutions built a high-margin delivery engine
A growing Salesforce consultancy traded a cobbled-together stack for one operating picture — and watched their margins follow.
“Having everything under one roof was the aha moment. Sales forecasting is the precursor to your delivery forecast. Having all of that under one roof is what closed it for us.”
The Challenge
For the first few years, TruSummit ran the way most growing Salesforce consultancies do. Projects tracked in Excel. Status reports compiled by hand in PowerPoint. Time tracking in an external system, disconnected from Salesforce, where the rest of the business already lived.
It was good enough at 10 people. It stopped working at scale.
More projects meant more demands on project managers. More consultants meant more time entries, more staffing decisions, more forecasting calls. The manual layer that had carried the business stopped carrying it. Project managers spent hours on reporting instead of delivering. Leadership made hiring and staffing calls without a clear picture of where the business was actually going.
“It was inefficient for them, inefficient for the team, inefficient for leadership. Just that visibility you need to run a business, we hit that point. That lack of visibility is what drove us to look for alternatives.”
TruSummit didn’t need a tool. They needed an operating picture clear enough to run the business on.
The Solution
TruSummit’s team already lived in Salesforce. Sales ran there. Every consultant logged in every day. Asking them to learn a second platform, and asking IT to maintain another integration layer, would have introduced exactly the friction TruSummit was trying to escape.
Klient PSA is built natively on Salesforce. That made the choice straightforward.
The deeper unlock came when leadership saw what native meant in practice. Sales forecasts and delivery forecasts running off the same opportunity data. Resource planning, time tracking, project margins, and customer collaboration — one platform, one set of records.
Before Klient PSA
- Projects tracked in Excel, by hand
- Status reports compiled in PowerPoint
- External time tracker, disconnected
- Sales forecast separate from delivery forecast
- Hiring made on hunch and lagging signals
With Klient PSA
- Projects, time, and margins in Salesforce
- Real-time delivery picture for leadership
- Time running on the same opportunity record
- One forecast, shared by sales and delivery
- Hiring made against real demand, in real time
For a consultancy that delivers implementations for a living, the partnership model mattered as much as the architecture. TruSummit describes Klient PSA’s onboarding team as right there in hand from the start — and notes that years in, the relationship hasn’t changed: Klient PSA still listening, still responsive as the business has scaled.
The Outcome
TruSummit ran the analysis on project margin impact: gross margins before Klient PSA, gross margins after. The improvement was significant, and Dean is clear about why: Klient PSA didn’t change which projects came in the door. It changed the decisions TruSummit made about every one of them.
Margin protection through intentional staffing
Before Klient PSA, staffing a project meant looking at who was free and assigning them. With Klient, our margins have increased over 10% through optimized project utilization and detailed line of sight into resource allocations.
Real-time hiring and forecasting visibility
Hiring is where margin is made or lost in a consultancy. Hire too early, payroll sits on the bench. Hire too late, the team burns out or delivery dates push. TruSummit now sees both in real time, not on a quarterly cadence.
A backbone for their proven process
TruSummit has a named delivery methodology. Klient PSA didn’t replace it — it became the operational backbone underneath. Flexible enough to adapt, robust enough to reduce at-risk projects across the board.
One set of records, sales through delivery
Sales forecasts and delivery forecasts now run off the same opportunity data. Resource planning, time tracking, project margins, and customer collaboration — all on one platform, all on one record.
“What’s the cost of one poorly delivered project? What’s the long-term cost of losing a customer because you don’t have the tools to manage project risks? Those are real costs. In our case, since implementing Klient we’ve seen rising CSAT scores (over 4.9) and no customers lost due to project performance. Klient is driving our growth and having a direct positive impact on the quality of our delivery.”
Key takeaways
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Visibility drives margin.
The right operating picture lets leadership protect margins through intentional staffing — not after-the-fact audits.
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Salesforce-native means zero friction.
For consulting firms already on Salesforce, sharing one platform with sales and delivery means forecasts align and adoption follows.
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Real-time forecasting changes hiring.
Knowing when to hire — and when not to — is the difference between bench cost and burnout.
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A flexible PSA augments methodology.
Klient PSA became the backbone of TruSummit’s proven process, not a replacement for it.
What’s next for TruSummit?
TruSummit’s next 12 to 18 months are aggressive. The team is scaling, the client base is growing, and the operating picture has to scale with both. Klient PSA was built for that: handling more clients, more projects, and more resources without the operational picture breaking down again.
The other half of the next chapter is AI. TruSummit is already building AI into the work they deliver for clients. The natural next step is using Klient PSA’s AI agents internally, to absorb time-consuming operational work and free their team for higher-value delivery.
