Host Robert Sur flips roles in this special episode as guest host Joseph Lewin takes the mic to interview him. Together, they dig into the hidden tension that arises when companies bring in consultants or internal admins to solve business problems — and how a rigid focus on scope can sabotage the entire effort.

Robert Sur shares why flexibility isn’t chaos but a key leadership capability, and how clinging to outdated project scopes is often a protective reflex rather than a strategic choice. The episode explores how true alignment on business outcomes — not tasks — can reshape the relationship between stakeholders and delivery teams. If you've ever heard "that's not in scope" and felt the air leave the room, this one’s for you.

• The adversarial energy that often kicks off consultant-client relationships
• Why early signs of rigidity signal misalignment, not professionalism
• How Robert Sur learned to stop treating “not in scope” as a mic-drop moment
• The difference between delivering against a scope vs. solving a business problem
• How to realign with leadership when the ask shifts unexpectedly
• Why flexibility without clarity is just chaos — and how to avoid that
• The mindset shift from task-based KPIs to outcome-based accountability
• What leaders can do to avoid creating non-value-added work for their teams
• The power of reiterating “the why” at every touchpoint — even if it gets repetitive
• Real-world example of lead routing vs. comp plan misdiagnosis — and the fix

• Delegate (referenced as Robert Sur's team and consulting approach)
• CRO (Chief Revenue Officer) anecdote around lead routing

Flexibility matters — not as a fallback, but as a capability.

The best admins and partners don’t default to “push back.” They ask:

What’s the outcome we’re still responsible for, and what’s the best move now?

When Andréa Abita first started using Salesforce, it was just a system—a place to receive tickets. But through her journey from member-facing roles to internal operations, she began to see it differently. As Associate Director at NYU Langone Health's NICHE Program, Andréa Abita doesn't just configure workflows—she builds systems that make people's lives easier.

In this episode of Accidental Salesforce Admins, host Robert Sur sits down with Andréa Abita to talk about the moment she stopped asking "what can Salesforce do?" and started asking, "what do our members actually need?" Her clarity and care are unmistakable—from redesigning data processes to coordinating across finance, support, and learning systems. But what stands out most is her deep commitment to listening, sharing knowledge, and lifting others.

Whether she’s supporting hospital systems through change or empowering creative communities outside of work, Andréa Abita proves that leadership isn’t about features—it’s about service, trust, and building with purpose.

Andréa Abita is the Associate Director at NYU Langone Health’s NICHE Program, a national initiative focused on improving care for older adults through nursing excellence. With a background in member support and operations, Andréa Abita champions systems that put people first—both inside and outside of Salesforce.

Connect with Andréa on LinkedIn

• Shifting from "what can Salesforce do?" to "what do our members need?"
• Using outreach to close feedback loops and tailor experiences
• Transforming internal processes through better cross-team collaboration
• The power of empathy in member-facing roles—and why people just want to feel heard
• Creating “one-stop shop” workflows across support, finance, and membership
• Building user pull and shrinking the change for behavior adoption
• The role of project management in setting boundaries and protecting joy
• How one Slack message led to a special interest group of 80+ hospital professionals
• The importance of listening to understand—not just respond
• Bringing creativity and clarity to even the most repetitive roles

• NICHE (Nurses Improving Care for Healthsystem Elders)
• Studio Space – a creative platform Andréa Abita co-founded
• StudioSpace.com (mentioned by Andréa Abita)
• Gantt charts, Smartsheet, and Salesforce as internal tools
• “Listen to understand, not to respond” – Andréa Abita's leadership mantra

Accidental...

Too many teams still believe the myth: more data equals better decisions. But when your field teams ignore your tools and CRM adoption stays low, it’s time to ask a different question—are we helping people understand the data or just piling it on?

Host Robert Sur sits down with Paul Pacun, founder of Vablet, to explore how sentiment lives in behavior, not surveys—and how true sales enablement starts with listening. With 15 years of experience turning real feedback into business-ready tools, Paul shares how a tablet placed on a patient’s lap sparked insights that helped drive smarter content, better sales conversations, and CRM updates that actually happen.

They unpack how refining data—like turning sand into silicon—requires clarity, context, and constant feedback loops. If you’ve ever rolled out a tool no one used or been asked to build a report no one reads, this episode will hit home.

👤 Guest Bio

Paul Pacun is the founder of Vablet, a field sales platform designed to work in the real world—where reps can work offline, automate CRM updates, and close business without fighting their tools. For over 15 years, Paul has transformed live field feedback into sales enablement solutions that reduce friction and support business leaders.

🔗 Paul on LinkedIn

📌 What We Cover

• Why collecting more data won’t make your teams smarter
• A real-world story of 5,000+ media views and what they revealed about sales behavior
• Why true sentiment is found in content engagement, not optional survey buttons
• How “media view” metrics can offer more authentic insight than intent data
• The myth of full adoption and why finding early champions is key
• How Chipotle’s watch app inspired smarter UX through user intent
• A better way to name roadmap projects: lead with the problem, not the tech
• How pivoting from doctors to pharma saved a launch
• Why asking “what sand do I need to give you to build the next chip?” changes the admin’s mindset
• Why even a 99-page PDF can be improved by tracking what people actually look at

🔗 Resources Mentioned

• Vablet (field sales platform)
• ClearSlide (competitor reference)
• Salesforce
• Marketo
• Pardot
• Marketing Cloud
• Chipotle watch app
• Starbucks AI demo app
• Oura Ring
• Demofest
• Delegate — delegate.team/accidental