Defensible Analysis of Salesforce Data Leads to Settlement of Disputed Fees
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September 23, 2026
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During the COVID-19 era, a referral agent entered into a revenue-sharing arrangement with a fintech company to generate leads for Paycheck Protection Program loans in exchange for a share of fees paid by the U.S. Small Business Administration. After the program concluded, the parties disagreed over how fees should be calculated and distributed, with the fintech company alleging that the agent had received excessive payments. FTI Consulting was engaged by the agent’s counsel to analyze Salesforce data and provide expert insight on the accuracy of revenue allocations and contractual compliance.
Our Impact:
- Equipped with a scenario-based revenue recalculation that strengthened its legal and financial standing, the agent successfully challenged the overpayment claims and achieved an out-of-court settlement for a fraction of the disputed amount.
- The detailed, data-driven assessment of Salesforce and related systems clarified how revenue share calculations were determined over time and identified discrepancies in reporting, providing the agent with greater confidence in the integrity of its revenue allocations.
- Clear, actionable evidence from our expert and rebuttal reports supported the agent in ongoing negotiations and helped stave off additional litigation, resulting in an acceptable settlement and dispute resolution for all parties.
Our Role:
- FTI Consulting experts conducted a comprehensive review of the agent’s data flow and historical backups, tracing transactions from initial intake in BigQuery through processing in a custom database to final storage in Salesforce.
- The team developed a detailed narrative explaining Salesforce’s role in fee calculations, report generation and data management, which formed the basis of our expert report.
- Our data and analytics experts critically evaluated opposing expert reports, identifying weaknesses and performing scenario-based revenue recalculations to produce a robust rebuttal from the agent’s counsel.
- The team prepared supporting analyses and materials for litigation, including work in anticipation of scheduled expert testimony.
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Published
September 23, 2026
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