TL;DR / Key Takeaways
| What is it? | A multi-year Salesforce transformation that enabled a PE-backed, fee-only wealth management firm to scale from $1B to over $14B in AUM — integrating 17+ acquisitions into a single, declarative Salesforce Lightning architecture. |
| Key Benefit | 340% verified ROI in 18 months, with $2.27M in advisor productivity gains and 30% faster client onboarding. |
| Industry | Wealth Management / Registered Investment Advisor (RIA) |
| Platform | Salesforce Lightning (Unlimited Edition), Salesforce Flows, Einstein Activity Capture, CRM Analytics, MoneyGuidePro SSO, FormTitan, GetFeedback, Alteryx, Dataloader.io |
| Best For | RIA and wealth management leaders evaluating Salesforce for M&A integration, advisor productivity, and scalable CRM architecture |
| Bottom Line | A People-Process-Technology approach to Salesforce turned a fragmented, acquisition-heavy advisory firm into a unified, data-driven enterprise — reclaiming 8–12 hours per advisor per week and driving a 25% increase in client retention. |
The Challenge: Hyper-Growth Through Acquisition Meets Legacy Technology Debt
An independent fee-only wealth management firm had embarked on an ambitious growth trajectory — scaling from $1 billion to over $14 billion in assets under management through a combination of aggressive organic growth and a private equity–fueled M&A strategy. Between 2018 and 2026, the firm acquired 17+ independent advisory practices, at times integrating one new entity nearly every month during peak acquisition velocity.
Each acquired firm brought its own legacy CRM, data taxonomies, and operational workflows. The firm's existing Salesforce Classic environment was crippled by broken Batch Apex code left behind by prior third-party implementations, an aging Salesforce-for-Outlook integration nearing end-of-life, and fragmented data silos across acquired offices running platforms like Junxure, Ebix SmartOffice, and other legacy systems.
With industry research showing CRM failure rates of 47–70%, the firm's leadership recognized that sustaining PE-backed hyper-growth demanded more than another software installation. They needed a complete architectural overhaul — a scalable, unified platform that could absorb new acquisitions at speed without sacrificing advisor productivity or client experience.
The Solution: A Multi-Year, Declarative Salesforce Architecture Built for Acquisition Velocity
Operating under a Master Services Agreement established in 2020, Vantage Point delivered a continuous, multi-year transformation anchored in a People-Process-Technology framework — ensuring every configuration mapped to a measurable business objective. The engagement spanned five major workstreams designed to eliminate technical debt, unify data, and equip advisors with modern tools.
Lightning Migration and Technical Debt Elimination
The foundation of the transformation was a full migration from Salesforce Classic to Salesforce Lightning. Vantage Point dismantled the broken Batch Apex code from prior implementations and rebuilt all core business logic using declarative Salesforce Flows, restoring critical overnight automations and dramatically reducing total cost of ownership.
The migration included custom-tailored Lightning record pages, comprehensive user acceptance testing (UAT), and a bifurcated training program targeting both power users and the broader advisor base. Einstein Activity Capture was deployed to future-proof email and calendar synchronization, replacing the retiring Salesforce-for-Outlook integration.
Post-Merger Data Governance at Scale
One of the most complex — and differentiating — aspects of the engagement was engineering a repeatable data migration protocol for M&A integrations. Vantage Point developed a six-phase M&A data migration framework: Discover, Migrate, Test, Deploy, Communicate, and Support.
Using Alteryx for complex relationship mapping, the team executed migrations from Junxure and Ebix SmartOffice into Salesforce with sandbox-first validation and dedicated post-deployment triage. The firm secured a Full Copy Sandbox and upgraded to Salesforce Unlimited Edition to support enterprise-grade testing at acquisition velocity — ensuring each new firm integration could be absorbed cleanly without disrupting the existing advisor base.
MoneyGuidePro SSO and Ecosystem Integration
Vantage Point built frictionless Single Sign-On (SSO) from Salesforce Household records directly into MoneyGuidePro, the firm's financial planning platform. The integration was designed with intelligent logic handling three distinct scenarios: new account linking, relationship evolution, and automated provisioning.
To eliminate manual dual-entry and deliver a true 360-degree client view, Vantage Point deployed Dataloader.io as middleware for scheduled JSON ingestion from FTP, Box, and Dropbox — consolidating data from multiple sources directly into Salesforce.
Advisor Workflow and Mobile Optimization
The engagement modernized day-to-day advisor workflows with FormTitan-powered meeting workflows featuring automated 60-minute pre-meeting briefings, pipeline auto-progression on initial consultations, and a strict 15-minute no-show validation window enforcing real-time data hygiene.
The Salesforce mobile experience was optimized for iPad-based advisors, and standardized onboarding committee approval flows were implemented for seamless execution from any location — critical for a firm with offices spanning multiple geographies.
Enterprise Survey Ecosystem and CRM Analytics
Vantage Point deployed a lifecycle-triggered survey architecture via GetFeedback, covering onboarding, M&A integration, annual satisfaction, and attrition events. Surveys included industry-standard NPS calculations and context-aware branching logic tailored per acquired firm — allowing leadership to track sentiment across the growing enterprise.
On the analytics side, the team built CRM Analytics conversion reports tracking funnel velocity and advisor performance. Annual tax questionnaires were digitized with bidirectional Salesforce write-back, eliminating paper-based processes and improving compliance workflows.
The Results: 340% ROI and a Platform Built to Scale
The transformation delivered measurable, verified business impact across every dimension of the firm's operations:
| Metric | Before | After Vantage Point Deployment |
|---|---|---|
| Return on Investment | Undefined technology ROI | 340% ROI in first 18 months |
| Advisor Productivity | Manual entry across silos | $2.27M in productivity gains |
| Admin Time Savings | Advisors buried in data entry | 8–12 hours/week reclaimed per advisor |
| Client Onboarding | Manual, multi-week process | 30% faster onboarding cycle |
| Client Retention | Reactive, anecdotal tracking | 25% increase via proactive workflows |
By reclaiming 8–12 hours per week per advisor, the firm unlocked meaningful capacity for client-facing activity and relationship deepening — directly supporting organic growth targets. The 25% increase in client retention was driven by proactive, lifecycle-triggered workflows that replaced the reactive, anecdotal tracking of the legacy environment.
Perhaps most critically, the repeatable M&A data migration framework gave the firm confidence to continue its acquisition strategy at full velocity. New firms could be integrated onto the unified Salesforce platform without breaking stride — a capability that directly supports the PE-backed growth mandate.
Key Technologies and Integrations
- Salesforce Lightning (Unlimited Edition) — Core CRM platform
- Salesforce Flows (Declarative) — All business logic and automation
- Einstein Activity Capture — Email and calendar synchronization
- CRM Analytics (CRMA) — Funnel velocity and advisor performance reporting
- Full Copy Sandbox — Enterprise-grade QA for acquisition integrations
- MoneyGuidePro SSO Integration — Single Sign-On from Salesforce Household records
- FormTitan — Meeting workflows, approval flows, and digitized tax questionnaires
- GetFeedback — Lifecycle-triggered NPS surveys with context-aware branching
- Alteryx — Complex relationship mapping for M&A data migrations
- Dataloader.io — Middleware for scheduled JSON ingestion from FTP, Box, and Dropbox
Why It Matters: Lessons for Wealth Management and RIA Organizations
The wealth management industry is in the midst of a generational shift. PE-backed consolidation is accelerating, with firms expected to integrate multiple acquisitions per year while maintaining service quality and regulatory compliance. The firms that win will be those with technology architectures designed for acquisition velocity — not just operational efficiency.
This engagement demonstrates that a declarative-first approach to Salesforce (Flows over Apex) dramatically reduces technical debt and total cost of ownership, making the platform easier to maintain, extend, and hand off to internal teams. The six-phase M&A data migration framework is a replicable model for any RIA pursuing a roll-up strategy — turning what is often the most painful part of an acquisition into a predictable, repeatable process.
For fee-only wealth management firms evaluating CRM transformations, the lesson is clear: technology alone doesn't drive results. A People-Process-Technology framework — where every configuration maps to a measurable business objective — is what separates a 340% ROI from the 47–70% CRM failure rate that plagues the industry.
Frequently Asked Questions
Why choose a declarative (Flows-based) approach over custom Apex development for Salesforce?
Declarative Salesforce Flows reduce total cost of ownership, minimize dependency on specialized developers, and make the platform easier for internal admins to maintain and extend. For fast-growing firms — especially those integrating acquisitions — a declarative architecture ensures that business logic is transparent, auditable, and scalable without accumulating technical debt.
How does a repeatable M&A data migration framework work in Salesforce?
Vantage Point's six-phase framework (Discover, Migrate, Test, Deploy, Communicate, Support) standardizes the process of moving data from legacy CRMs like Junxure or Ebix SmartOffice into Salesforce. Using tools like Alteryx for relationship mapping and a Full Copy Sandbox for validation, each acquisition follows the same playbook — reducing risk and accelerating time-to-value.
What kind of ROI can a wealth management firm expect from a Salesforce transformation?
Results vary by firm, but this engagement delivered a 340% verified ROI in 18 months, $2.27M in advisor productivity gains, and 8–12 hours per week reclaimed per advisor. The key driver was eliminating manual data entry and unifying fragmented systems into a single platform with automated workflows.
How do we get started with a Salesforce transformation for our RIA?
Start by assessing your current technology landscape — including legacy CRMs across acquired firms, integration requirements (financial planning tools, custodial platforms, compliance systems), and advisor workflow pain points. A People-Process-Technology assessment ensures that the transformation is anchored in business outcomes, not just feature checklists. Contact Vantage Point for a consultation tailored to your firm's growth strategy.
Ready to Transform Your Wealth Management Operations?
Vantage Point specializes in Salesforce and HubSpot implementations for regulated industries — from financial services and healthcare to insurance and fintech. With 150+ clients, 400+ engagements, and a senior-only team of US-based consultants, we bring deep expertise to every project.
Contact Vantage Point to discuss your digital transformation journey.
An independent fee-only wealth management firm is one of many organizations that have partnered with Vantage Point to modernize their operations. Names and identifying details have been changed to protect client confidentiality.
