Rebuilt a fragmented pipeline model into a single source of truth leadership could trust before every board meeting.

The challenge

A fast-growing Series B SaaS company was missing forecast by 20–30% every quarter. Stage definitions had drifted, reps interpreted pipeline differently, and the CRO was rebuilding the spreadsheet by hand the night before each board meeting.

The approach

1. 01

   Audited every pipeline stage definition with Sales, CS, and Finance leadership in the room — not separately.

2. 02

   Rewrote the opportunity stage model around exit criteria, not vibes. Documented who owns each transition.

3. 03

   Rebuilt the forecast in Salesforce with role-based dashboards: rep view, manager view, executive view.

4. 04

   Stayed embedded for the first two forecast cycles to coach managers and adjust definitions in real time.

The outcome

• →Forecast accuracy moved from ±25% to ±6% within two quarters.
• →CRO stopped rebuilding the model in spreadsheets — board reporting now ships from one Salesforce dashboard.
• →Sales managers run forecast calls in 30 minutes instead of two hours.