How Omni Scaled RevOps and Built a High-Impact Data Architecture with Candybox
Intro
Omni is a cutting-edge business intelligence platform that empowers companies to explore, analyze, and share data through a powerful yet intuitive interface. With a customer base ranging from fast-scaling startups to enterprise clients, Omni needed a robust RevOps infrastructure to support its rapid growth and evolving go-to-market strategy.
As Omni began developing its product strategy and growing its revenue teams, the need for scalable systems and clean data architecture became mission-critical. That’s where Candybox came in.
The Challenge
When Greg (VP Sales) and Jonathan (VP Marketing) joined Omni, they stepped into a fast-moving environment with no existing RevOps infrastructure. Salesforce was being used to capture key information but not as a strategic source of truth that also influenced the broader GTM process. Key financial metrics such as ARR were difficult to trust and operationalize.
Without proper architecture, the Sales team struggled with quote accuracy, the Marketing team lacked visibility into conversion metrics, and customer-facing inconsistencies - like pricing or renewal misalignments - threatened the customer experience.
“It was incredibly difficult to get accurate, usable financial metrics without structured Salesforce data. And without that, we couldn’t feed clean data into Omni to do our own analysis.”
The team knew they needed a scalable solution - and a partner who could bring not just executional support, but strategic systems thinking.
The Solution
Candybox stepped in as a fractional RevOps partner, partnering closely with Omni to design and implement a scalable, thoughtful architecture across their GTM systems.
Initially working as the company’s de facto RevOps team, Candybox has scaled with Omni as they grew their in-house team and now partners closely with Kimberly DelSignore, RevOps Lead at Omni.
Key initiatives in the engagement included:
- A custom CPQ implementation using native Salesforce functionality to streamline quote-to-cash and eliminate order form errors
- Lead routing logic and flow automation to speed up handoffs and improve BDR effectiveness
- A Salesforce-to-Omni integration, allowing teams to pull clean metrics into the product for internal visibility
- Strategic data architecture planning to avoid the cost of rework and scale efficiently with the business
Speaking of the custom CPQ implementation, Kimberly noted:
“At my last company, it took 9 months to build a CPQ system. With Candybox, we had it up in 2-3 months - and it requires almost no support. It just works.”
Kimberly worked directly with the Candybox team to design systems that wouldn’t just work for today’s team of one, but for the more complex GTM engine Omni was building toward. Candybox wasn’t just executing tasks - they acted as a true thought partner.
The Impact
Working with Candybox has had measurable, cross-functional impacts at Omni:
- Cost Efficiency
Having fractional on-demand resources delayed the need to hire a full-time developer, freeing budget for other priorities. - Speed to Value
Rapid CPQ deployment and lead routing significantly reduced manual work and time-to-revenue. - Scalability & Accuracy
A solid data foundation means cleaner commissions, faster invoicing, and more reliable metrics across teams. - Increased Revenue Enablement
The GTM team now has greater visibility into named accounts, driving more strategic outreach and synergies between our Sales team members. - Morale & Confidence
Kimberly entered her role with 90% of the system already functioning at a high level - an unusual luxury in fast-growth environments.
“It felt like I walked into a fully-functioning system. That level of readiness was directly because Candybox had already been involved.”
Looking Ahead
As Omni expands its GTM efforts, complexity is increasing. Kimberly is focused on building out territory planning, capturing intent signals from growth & engineering, and layering in more robust lead routing metrics, all of which will require continued architectural thoughtfulness.
Candybox will remain a key partner in both strategy and execution, helping Omni make decisions faster and scale smarter.
“We expect things to keep evolving. Having a partner like Candybox who brings perspective across systems and companies will help us avoid costly mistakes and stay ahead of the curve.”
