Late-stageLegal Technology
Forecasting off an inherited spreadsheet, until the revenue book was rebuilt in the CRM
CRM became the self-serve source of truth for MRR
CRM became the self-serve source of truth for MRR
A business line had no reliable, self-serve monthly recurring revenue reporting. Leadership was forecasting off a personal spreadsheet left behind when the role turned over, maintained by hand and understood by nobody still in the seat. Nobody could reconcile what the CRM said against what the ERP said, and no rep or finance analyst could pull a customer's current MRR without asking a person.
Rebuilt the subscription and line-item model on the CRM's current revenue-recognition data model rather than continuing to patch the legacy structure, so the reporting layer sat on a supported foundation.
Reconciled the active subscription book to the ERP at live exchange rates, tying to the finance workbook within about one percent. Where a second workbook tab did not tie, the gap was flagged for a finance decision on the intended conversion rate rather than quietly forced to match.
Stood up a per-customer MRR report finance can pull directly, plus a validated ninety-day expiry view, so the answer comes from the system rather than from whoever last owned the spreadsheet.
Delivered a recorded walkthrough, a rep user guide and a troubleshooting guide so the sales team could run the closed-won flow on the new model themselves.
Assembled the quarterly commissions dataset out of the CRM, ran a book-wide discounting and closed-lost analysis, and cleaned up the contract and order-form records the revenue model reads from so finance and customer success were working off the same set.
SalesforceEmbedded with the internal systems team to user-acceptance-test a custom Salesforce quoting interface ahead of new product launches, validating plans, pricing and MRR calculations before go-live rather than after the first wrong invoice.
CRM became the self-serve source of truth for MRR
Monthly recurring revenue is now pulled from the CRM directly, replacing an inherited personal forecast file.
Active subscription book rebuilt and reconciled. The active subscription book was rebuilt on the current revenue-recognition model and reconciled to the ERP, with a validated ninety-day expiry view.
5 steps
Consolidating two Salesforce orgs into one instance without stopping the business
Two orgs to one
CRM migration and merge
+1
7 steps
Replatforming a decade-old marketing automation estate: the audit is the project
A full estate audit delivered in three review-ready workbooks
