Clean-energy platform
Shorter sales cycles. Higher revenue and gross margins.
Stalled opportunities advanced during the pilot, with no increase in headcount.
- Sales cycles condensed from
- 9 to 5 months
- Year-over-year revenue growth
- +40%
- Gross margin improvement
- +11%
Problems identified
6–7 figure ARR deals stalled late in the sales process. Inconsistent qualification and incomplete CRM records obscured deal risk, while senior leaders were pulled into every opportunity.
Mapping the solution
We joined live deal reviews and audited the pipeline to locate the bottlenecks. The sequence: establish qualification standards, define requirements for each sales stage, then automate recurring work.
What we implemented
- CRM qualification scorecard. Captured champions, economic buyers, and win probability to focus senior attention on qualified deals.
- AI-assisted deal reviews and follow-ups. Flagged risks and drafted follow-ups to speed next steps.
- Contracting tool deployment. Cleared the late-stage legal bottleneck.
Compliance software company
More account coverage. Shorter sales cycles.
Pipeline completeness improved during the pilot, and AI agents extended the team's account coverage.
- Sales cycles condensed from
- 12 to 8 months
- Year-over-year revenue growth
- +30%
- Gross margin improvement
- +7%
Problems identified
Before the engagement, the initial pipeline audit found that only 37% of open deals had an identified economic buyer; just 1 of 94 had a scheduled next step. A lean team could not manually cover demand within a limited window.
Mapping the solution
The audit established two priorities: make the CRM reliable, then automate work the team could not reach. We mapped the gaps to five workflows: outreach, deal review, pricing, legal, and pipeline intelligence.
What we implemented
- CRM data and qualification standards. Standardized deal records and required qualification fields.
- Five AI agents. Supported account research and outreach, deal reviews, indicative pricing, contract redlines, and forecast hygiene.
- Sales-stage requirements and scheduled next steps. Established the information required to advance deals and the discipline of scheduling the next activity.