The challenge
ACV's reps negotiate vehicle deals on live phone calls, in real-time auctions, with offers and counteroffers in flight, and with the data they need scattered across tools.
In a business where deployments touch financially sensitive systems and auctions start on a clock, both the tooling and the release process had to be built for zero drama.
The work
Starting his work in 2022, Laminar Fellow Pankaj Gularia became the SME across four ACV domains: Deal Maker, Private Lens, Auctions, and the negotiation/offers tooling.
The centerpiece is a unified Salesforce tool that puts priority scores, bid histories, vehicle details, and negotiation criteria on one screen, letting reps close a deal with everything in front of them in a single click.
His work is entirely net-new feature builds, not maintenance, deployed in IST hours before auctions open, with verification checks sized to the financial stakes.
The team has since moved to a pooled cross-domain ticket model he helped shape, reducing key-person dependency on any single engineer, including him.
The impact
Deal Maker now handles more than 2,000 new opportunities and is described internally as a core revenue-generation tool.
Stability is the quiet headline: issues exist, but none block day-to-day operations; in a live-auction business, that's the metric that matters.
Three and a half years in, the engagement keeps renewing on six-month cycles.