The CRM that ran on vibes and spreadsheets
The challenge
A mid-market SaaS company had 14 spreadsheets pretending to be a CRM, a Salesforce org that nobody trusted, and a VP of Sales who tracked pipeline in his head. Renewals were managed by a single person named Karen who “just knew.” When Karen went on vacation, three deals fell through the cracks. Leadership decided it was time to stop running revenue on institutional memory.
Our approach
Aquiva deployed a 4-person AI pod. Week one: we mapped the 14 spreadsheets and discovered two of them were duplicates nobody noticed for 18 months. We rebuilt the Salesforce org from the data model up, integrated the billing system so renewals stop being a surprise, and built a dashboard the VP of Sales actually opens (we checked the login logs).
The outcome
Karen came back from vacation and nothing was on fire. The VP of Sales retired his mental pipeline and started using the CRM voluntarily. Renewal conversations now start 60 days before expiry instead of 3 days after. The duplicate spreadsheets were given a proper funeral.