Challenge
Revenue Operations introduced a stricter ADR-to-Field Sales handoff process with new qualification, documentation, timing, and re-nurture rules. The system needed to support two controlled handoffs while preventing an indefinite return-to-nurture cycle.
My Role
• Process mapping
• Requirements translation
• Nintex development
• Quality assurance (QA)
I translated the Center of Excellence (CoE) requirements into GoSell/Nintex behavior, including handoff validation, document checks, status logic, command-center updates, and role-specific actions.
Approach
• Validate - Required discovery artifacts before handoff
• Track - 48-hour decisions and nurture status
• Control - One return to nurture and one second handoff
Handoff
Handoff validation: The ADR cannot submit the handoff until the required Pre-Discovery, Discovery, and Post-Discovery transcripts are present.
Command Center
Operational visibility: The ADR Command Center surfaces handoff status alongside opportunity details so users can see what needs attention within their normal workflow.
Constraints
The underlying process was mandatory, so my job was to reduce friction without removing required controls. I also had to distinguish between system behavior I owned and dependencies, such as the document-upload button and stage update modal that other teammates built.
Outcome
The final workflow gave ADRs, ADR Managers, and Field Sales clearer handoff controls and status visibility while enforcing the new process consistently.
• 3 discovery checkpoints
• 2 handoff cycles
• 48-hour decision window
• 1 return-to-nurture limit
