Cobalt Ledger sells accounting automation to mid-market finance teams in Canada and Europe. After two years of fast growth, its Salesforce instance was full of duplicates and stale deals.
The challenge
- 30% duplicate accounts and contacts
- Deals sitting in the same stage for months, with no next step
- A forecast nobody in leadership relied on
What we did
Our revenue operations team took over CRM hygiene and reporting.
- Duplicates merged and 12,000 records enriched or archived
- Pipeline stages redefined with clear exit criteria
- Automatic reminders for deals without a next step
- A weekly dashboard on pipeline, conversion and forecast, shared with leadership
Results
Every open deal now has a next step and an owner, and forecast accuracy improved by 28 points in two quarters.
For the first time, the forecast in the board deck matched what actually closed.
