SaaS Salesforce Checklist: Defining RevOps Deliverables

If your SaaS team is live on Salesforce and still arguing about what your implementation partner was supposed to deliver, you are already bleeding pipeline. The SaaS Salesforce checklist for RevOps deliverables exists to close that gap — before go-live, not six months after your first missed forecast.

This page is written for RevOps leads, Sales Ops managers, and CROs at mid-market B2B SaaS companies (50–300 employees) who either own an active Salesforce build or are inheriting one that never had formal documentation. If your team cannot point to a signed Technical Design Document, a completed UAT log, or a post-go-live runbook, this checklist is your starting point.

Every section below maps to a real implementation risk. None of this is theoretical.

What Is a RevOps Deliverables Checklist for Salesforce?

A RevOps deliverables checklist is a structured list of contractual and operational outputs your Salesforce implementation partner must produce at each project phase. It covers architecture documentation, data mapping, process sign-offs, testing logs, and handoff materials. In 40–60 words: it is the binding record that proves your build matches your revenue process — and the first document you pull when something breaks post-launch.

Why SaaS RevOps Teams Miss Critical Salesforce Deliverables

The most common failure mode is not a bad Salesforce partner. It is a RevOps buyer who did not define what done looks like before the statement of work was signed.

Three structural gaps drive this:

• No formal Technical Design Document (TDD). Without a TDD, your build has no architectural contract. Every edge case becomes a verbal agreement that nobody remembers.
• No UAT sign-off protocol. User Acceptance Testing without a documented sign-off log means your team goes live on assumptions, not validated process coverage.
• No post-go-live runbook. When your first pipeline review exposes a routing bug or a forecast roll-up error, your team has no documented state to revert to or reference.

Each of these gaps creates measurable revenue leakage. If you are already live and recognize these symptoms, the right next step is a structured RevOps Leak Audit before you attempt a rebuild.

The SaaS Salesforce Checklist: Phase-by-Phase RevOps Deliverables

Use this checklist as your implementation accountability framework. Each item should be a named deliverable with an owner, a due date, and a formal sign-off state.

Phase 1: Discovery and Architecture

• Signed Technical Design Document covering object model, field inventory, and integration architecture
• Current-state process map for lead-to-opportunity, opportunity-to-close, and post-sale handoff
• Data model decision log: custom objects vs. standard objects with rationale
• Integration dependency map: HubSpot, Outreach, Gong, billing system, or ERP connections documented
• Defined RevOps KPIs that the build must support at launch (conversion rates, stage velocity, forecast categories)

Phase 2: Build and Configuration

• Lead routing logic documented in a decision tree, not just a flow diagram
• Opportunity stage criteria with entry and exit conditions written in plain language
• Forecast category mapping reviewed by the CRO or VP Sales, not just the admin
• Permission set matrix: who can see, edit, and delete at each object level
• Sandbox build sign-off from at least one AE, one SDR, and one RevOps owner

Phase 3: UAT and Go-Live

1. Define test scenarios for every critical revenue workflow: lead assignment, opportunity creation, deal desk approvals, renewal triggers.
2. Log every UAT pass and fail with the tester name, date, and resolution notes. A verbal pass is not a pass.
3. Require written UAT sign-off from each functional stakeholder before production cutover.
4. Document the go-live state: current field values, active automations, and integration connection status.
5. Produce a post-go-live runbook that covers the first 30 days: who owns what, what to monitor, and how to escalate a break.

If your current partner cannot produce all five of these outputs, that is a scope gap — not a communication style difference. You can validate your build state against this standard by speaking with our RevOps team before you sign a renewal or an extension.

SaaS Salesforce Checklist: Common RevOps Deliverable Gaps vs. Best Practice

RevOps Deliverables That Directly Affect Forecast Confidence

Not every deliverable carries equal revenue risk. Three outputs have an outsized impact on forecast accuracy and should be treated as non-negotiable:

1. Forecast category alignment. If your Salesforce forecast categories do not match how your VP Sales actually thinks about pipeline, your weekly forecast call is built on fiction. This is a configuration decision that requires a business conversation, not just a picklist edit.

2. Opportunity stage exit criteria. Stages without exit criteria are cosmetic. Reps will drag deals forward to hit activity metrics while the real pipeline probability decays. Document entry and exit criteria in writing, and connect them to your forecast roll-up logic.

3. Integration data fidelity. If your marketing automation, sequencing tool, or product usage data feeds into Salesforce, every field mapping error compounds in your reporting. The TDD must include integration field mapping tables, not just connection diagrams.

If you are seeing forecast variance of more than 15% month over month, these three areas are the most likely source. A structured audit is faster than a rebuild. Contact TeraQuint to scope a diagnostic before you make any configuration changes.

SaaS Salesforce Checklist: The RevOps Handoff Protocol

The moment your Salesforce partner disengages is when most revenue leakage begins. A handoff protocol ensures your internal team inherits a live system they can actually operate.

Your handoff package must include:

• Admin training covering all custom objects, flows, and automations built during the engagement
• A field-level data dictionary: what each field means, who populates it, and what breaks if it is left blank
• A list of all active automations with their trigger conditions and downstream effects
• Scheduled review checkpoints at 30, 60, and 90 days post-launch with defined success metrics
• An escalation path if a critical workflow breaks outside business hours

If your partner did not produce this, you are operating without a safety net. This is one of the most common entry points for our revenue leak diagnostic — teams that are live but have no documented operational baseline to audit against.

When to Use This Checklist for a Salesforce Implementation Rescue

This checklist applies in three distinct scenarios:

Pre-launch: Use it to define the statement of work and hold your partner accountable to specific, documented outputs before a single dollar of development begins.

Mid-project: Use it to identify scope gaps before you reach UAT. If your partner cannot produce the TDD or the routing decision tree at this stage, do not proceed to go-live.

Post-launch rescue: Use it to diagnose what was never built or documented. Map the gaps, prioritize by revenue impact, and sequence a sprint-based remediation rather than a full rebuild.

Salesforce implementation rescue engagements almost always begin with this kind of gap analysis. If you are in that third scenario, reach out to TeraQuint to scope what a focused rescue sprint looks like for your specific build.

SaaS Salesforce Checklist: Deliverable Ownership Matrix

Every deliverable needs a named owner on both the partner side and the client side. Without dual ownership, documents get produced but never reviewed — or reviewed but never signed.

Assign the following roles before your project kickoff:

• RevOps Lead (client-side): Owns TDD review, UAT coordination, and post-launch runbook acceptance
• Salesforce Admin (client-side): Owns field-level review, sandbox testing, and data migration validation
• CRO or VP Sales (client-side): Owns forecast category sign-off and stage criteria approval
• Solutions Architect (partner-side): Owns TDD production, integration mapping, and build documentation
• Project Manager (partner-side): Owns milestone tracking, UAT log management, and handoff package delivery

If your current engagement does not have this matrix in place, stop and define it. Ambiguous ownership is the single most reliable predictor of a post-launch Salesforce rescue engagement.

For SaaS teams that want a practitioner review of their current build state, TeraQuint works exclusively with mid-market B2B companies to identify and close RevOps delivery gaps before they compound into forecast failures.