Industrial SaaS
Operator case study
Reading a revenue system where the forecast and the outcome kept disagreeing
A PE-backed industrial software company with a credible plan, a full pipeline, and a quarter that kept coming in under call. The work was not adding activity. It was establishing which constraint was actually load-bearing, and getting leadership to commit to one first move.
Starting condition
Forecast confidence low, pipeline coverage nominally adequate, and no agreement across the leadership team on where growth was constrained.
Diagnostic
Built by hand in Salesforce: dashboards and reports to test stage integrity and deal-level evidence, with little admin or sales ops support. The lesson that stuck: you can only analyze as deep as what you capture.
Decision
One decision: what was holding the number, what to fix first, and which problems were downstream noise.
Measured result
Tracked against exit criteria set at the start, with the before-and-after evidence held in dated artifacts from the engagement.
Figures and dated evidence are held back. Duke will walk through the full story on a call.
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