About the Client

• Client Profile : B2B SaaS
• Annual Revenue : ~$80M - $120M
• Time to Production : 10-12 Weeks
• Internal Champion : CRO + CS Team
• Year 1 Financial Impact : $1.6M - $1.8M (estimated first-year cash benefit from labor recapture, avoided hires, and process automation)

Before and After

Before

• Pipeline health relied on sales reps hunches
• Constant post mortems of why deals failed to close or when they die
• CSM playbook for upsells not being enforced or updated with new data
• Existing workflow automations broke under load and constant updates
• Deals dying with mid process due to lack of multi channel follow-ups

After

• Every deal monitored against actual email/calendar activity + historical data
• Auditable trail to understand account health scoring
• Timeline view for entire sales cycle length to account for new stakeholders, not 20 count threaded emails with cc’ed prospects.
• Upsell process starts with deep research on additional buying committe members + deal history
• Mini ROI case study summaries to help sales reps execute “land and expand” better

What we Deployed

• Scoring model that looks at historical usage data, touch points, billing cadence, active seats and response timelines to arrive at a agreeable scoring model
• Slack daily digest that summarises course of action based on encoded rules, playbooks and cadences.
• Pushes prioritised accounts for CSM lead + reps to nurture and close
• Classify client interaction to high risk and low risk workflows
  • Every single high risk client interaction - sending billing details, proposals, price negotiations, pitching products has a mandatory human approval
  • Low risk client interactions - reminders, follow-ups, feature launches, P2 lead list nurture is done on auto pilot emulating the voice of sales reps to a T.

ROI Math (Year 1)

(Illustrative ROI estimate range based on observed workflow changes and standard labor rates. Final exact number depends on adoption and operating context )

Deals saved from neglect

(ACV of $60K for small and large enterprises)

Rep Capacity Unlocked

Year 1 Value Capture

$800K- $1.2M

$180K-250K

$1.2M -1.5M