Commercial Capital Advisory Firm
Solution Stack
Sales Cloud
Business Units
Brokerage, Asset Management
Services
Implementation, Integrations
Timeline
24 weeks
How Capital Markets Brokers Rebuilt Their Pipeline
A New York–based commercial real estate capital advisory firm specializing in debt and equity placement relied on a homegrown system to manage deals and investor relationships.
Problem
Although the firm had built its own internal system, it required constant maintenance and could not scale with growing deal volume.
- Capital markets brokers relied heavily on Excel for investor targeting, marketing lists, and deal tracking.
- Investor outreach became manual. Deal documentation and due diligence lived across multiple locations.
Brokers had no centralized view of investor relationships, deal activity, or financing pipelines. Instead of focusing on capital placement and client relationships, brokers were forced to spend time managing spreadsheets and reconstructing deal data.
Process
Fortimize partnered with the firm to replace the legacy platform with a Salesforce environment built around capital markets brokerage workflows.
- Sales Cloud became the central system for managing investors, deals, and transaction activity. Centralized deal pages gave brokers one place to track financing opportunities, investor outreach, and deal progress.
- Marketing Cloud automated investor marketing lists based on capital preferences and investment criteria, replacing manual research and spreadsheet management.
- Additional tools including Sales Dialer and Spiff were introduced to streamline broker outreach and automate commission tracking — embedding investor communication and compensation directly into the broker workflow.
Results
Salesforce replaced the fragile homegrown system with a scalable platform designed for capital markets brokerage.
- Centralized deal pages unified transaction tracking, investor outreach, and due diligence documentation.
- Automated targeting reduced the time required to build investor marketing lists.
- Brokers gained a system aligned with how they actually work, allowing them to focus on relationships, capital placement, and deal execution.
Firm Outcomes | Broker Impact | Business Shift |
|---|---|---|
Scalable CRM | Central Deal Management | Faster Capital Placement |
Investor Targeting | Less Manual Research | Targeted Investor Outreach |
Centralized Deal Pages | Due Diligence Tracking | Stronger Intelligence |
Impact on Customers & Communities
By centralizing deals, investor relationships, and marketing workflows, brokers gained a clear view of capital sources, investor preferences, and active opportunities.
Automated targeting and unified deal management now connect investors to the right deals faster and with greater precision. The result is faster deal coordination, more relevant outreach, and stronger capital placement outcomes for clients.
