Case study · Vertical SaaS · Revenue operations
A leading vertical SaaS companyTheir revenue team moved 5x as fast.
Their reps couldn't read their own revenue data without an engineer in the loop. We built a custom AI system wired into Salesforce, Snowflake, and Stripe, so any rep can ask any question of their pipeline in plain English and act on the answer without leaving the conversation. No analyst, no BI ticket, no waiting.
The problem
The sales team couldn't ask their own systems a question without an engineer in the loop. Ten reporting requests a week piled up in the engineering queue.
Which accounts are stuck in proposal over 30 days in our top segment?
A question a rep should answer in seconds was taking a week and a sprint ticket. Both sides lost. Sales is information work, and the team that can ask better questions of its own data wins more deals.
Engineering reporting queue
10Pipeline by region
waiting 3d
QBR cohort export
waiting 2d
Stuck deals · top segment
waiting 1d
Vertical breakdown
waiting 5h
+ 6 more in queue
Our approach
We ran the engagement as a phased program, not a tool drop. Each phase had explicit gates so leadership could see progress from kickoff to rollout.
Day 1
Readiness
Mapped permissions across Salesforce, Snowflake, and Stripe, and the recurring questions reps were asking.
Days 2 to 3
Build
Built a custom integration layer across all three systems, tuned to how this revenue team actually works.
Days 4 to 5
Deploy
Shipped to the customer's private environment with every integration wired and live.
Days 6 to 7
Train
One on one training with all 12 reps on the revenue team, against their own pipeline.
What we shipped
Three deliverables, all built in the same week as the rollout.
Custom integration layer
Salesforce, Snowflake, and Stripe exposed as one queryable surface, scoped to each user's native permissions.
Reports on demand
Reps describe what they need in plain English. The system returns the slice, cohort, or chart in seconds.
Per rep training and setup
One on one with all 12 reps, against their own pipeline. Workspace, access, and prompts wired before the session ended.
Security & governance
Shipped to their security team's checklist from day one, not retrofitted in month three.
Deployed in the customer's private environment. No data ever left their tenant.
The integration layer enforces each user's native permissions. The system cannot query data the user couldn't already see.
Zero training on their data, contractually, under enterprise terms with the model provider.
Permission scope · per user
Read
Update
Export
Account Exec
Sales Manager
SDR
Mirrors native source-system ACLs
Adoption
Training wasn't a lecture. We ran a one on one with every rep on the revenue team, showed them what they could now ask their own systems, and had everything set up on their laptop before the call ended. The result: 100% weekly adoption from week one through week seven.
Active reps · weekly
100%
W1
W2
W3
W4
W5
W6
W7
Outcomes
What changed after the rollout.
Engineering capacity reclaimed
Sales reporting requests to engineering dropped from ten a week to zero. Sprint capacity that used to service pipeline queries now ships product.
Revenue velocity
Reps self serve pipeline slices, account research, and QBR cohorts, and the team moves 5x as fast. Pre meeting prep compressed from an hour to two minutes. Deal reviews run on current data, not a Monday snapshot.