Industry
Hard tech
Engagement
Sales operations redesign
Timeline
Ongoing partnership
Key result
CRM matches the motion
The challenge
What they came to us with
Complex, multi-stakeholder sales motions had been layered onto a CRM that drifted years away from how the business sells and delivers.
Reps worked around the system, so data quality degraded and process changes never stuck.
Our approach
How the work was sequenced
Phase 01
Map before building
We documented the real selling motion — including the parts that never made it into the CRM — and pressure-tested it with the team.
Phase 02
Rebuild and automate
Stages, fields, and automation rebuilt to match the motion, removing the workarounds that caused the drift.
Phase 03
Enablement and handover
Documentation and training so the internal team owns the system rather than depending on a vendor for every change.
The results
What changed
CRM to sales motion
The system reflects how deals actually progress.
Internally
Documentation and enablement left the team able to run changes.
Data quality
Fewer workarounds means cleaner pipeline reporting.
They don't just build solutions - they take the time to understand our workflows, ask smart questions, and offer thoughtful recommendations that actually make sense for how we operate.
What's next
Work continues on deeper automation across post-sale delivery and reporting for a growing product portfolio.
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