How Zappi Aligned Their Executives to Drive Their GTM Strategy

Zappi was running fast and we brought them together to run the same direction.

Before

Misaligned Metrics Slowed Strategic Decision-Making

Before working with The Sales Nerd, teams across Sales, Marketing, Finance, and Leadership were making strategic decisions using different slices of data. Priorities frequently shifted because there was no consistent way to define or measure core business metrics. Each leader was actively responsible for their role, but it was impossible to hold actors accountable as the definitions of the goals weren't solid.

This challenge was compounded by Zappi’s necessarily complex Account and Business Unit hierarchy, which made accurate, consolidated reporting uniquely difficult. Leadership lacked a single, trusted view of performance, and reporting was largely manual, fragmented, and time-consuming.

Our Role

Executive Alignment & Hands-On GTM Reporting Build

The Sales Nerd partnered with Zappi’s leadership to establish shared priorities and a common vocabulary for key GTM metrics through executive alignment workshops. From there, we translated that shared understanding into an enterprise reporting strategy that worked with Zappi’s account structure rather than around it.

We redesigned the reporting foundation by:

Standardizing metric definitions across Sales, Marketing, and Leadership
Designing a reporting architecture that supports Zappi’s complex hierarchy
Building automated data structures within Salesforce that feed accurate, consistent metrics
Aligning Salesforce and Tableau so both systems tell the same data story

Our approach ensured not only automated dashboards, but also that the teams understood the meaning and context behind the numbers.

After

Agile Language to describe a complex business

Real-time visibility into pipeline and revenue performance in both Salesforce and Tableau.

A scalable reporting foundation aligned to business strategy.

Shared definitions and a common language across Sales, Marketing, and Leadership.

Faster, more confident decision-making with less manual effort.

Team

What the team said

“The Sales Nerd helped our executive team align on how we understand and measure the business, then built an automated Salesforce and Tableau reporting model that works with our complex account structure. We now have a scalable, trusted reporting foundation and a shared language across Sales, Marketing, and Leadership.”

VP of GTM Systems

Anthony Lansing

Thinking

What made this project work

Outcome-driven executive alignment from day one.

Designed for complexity, not around it.

Strategy translated directly into system execution.

Automation-first, scalable foundation.