The Challenge

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A rapidly growing, private-equity-backed environmental services organization, faced a critical visibility gap in its revenue operations. Despite strong market demand and an established sales organization, the company lacked a centralized system to measure, track, and report sales performance. Key challenges included:

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• No reliable system for tracking sales KPIs, pipeline health, or lead-to-close performance
• Limited visibility for Monthly Operating Reviews (MORs) and Quarterly Board Meetings
• A previous, unsuccessful attempt to implement Salesforce for RevOps adoption
• Increasing pressure from the Private Equity sponsor for accurate, timely sales metrics
• Executive leadership needed a solution—quickly—but without another costly, disruptive CRM failure.

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The Strategic Intervention

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The organization engaged an experienced Fractional CRO from GlenSource Business Consulting to rapidly assess, design, and implement a scalable RevOps solution.

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Rather than defaulting to a new CRM platform, the Fractional CRO began with a systems-first diagnostic:

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1. Evaluated the existing SaaS platform already used across the organization

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2. Identified that the system had untapped CRM and data-capture capabilities

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3. Determined that RevOps could be embedded directly into the current SaaS infrastructure—avoiding a full platform replacement

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The Fractional CRO then convened cross-functional working sessions with the organization’s SaaS engineering team to architect a custom CRM framework aligned to executive, sales, and PE reporting needs.

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The Solution

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Under the leadership of the Fractional CRO, the organization implemented a custom-built RevOps CRM solution within its existing SaaS system.

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• Key components included:
• Defined and standardized sales KPIs aligned to PE expectations
• End-to-end lead tracking from intake through close
• Clear pipeline stages with measurable conversion points
• Automated reporting structures for MORs and Board-level reviews

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The Fractional CRO worked side-by-side with SaaS engineers to:

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• Design CRM data architecture
• Build and test each KPI and reporting metric
• Validate data integrity and usability
• Ensure executive-level visibility and accuracy

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Weekly working sessions were held to measure progress, test outputs, and refine the system in real time. Within weeks, the SaaS platform was successfully re-engineered to support full RevOps functionality.

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Change Management & Adoption

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Technology alone was not the solution—adoption was critical. Leveraging more than 20 years of CRM and revenue leadership experience, the Fractional CRO:

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• Completed full system onboarding and mastery
• Led weekly group and individual sales trainings
• Translated CRM data into practical sales behaviors
• Ensured alignment between sales execution and executive reporting

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This hands-on leadership ensured the RevOps system was not only built—but fully adopted.

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The Results

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• In less than 60 days, the organization achieved:
• A fully operational RevOps-enabled CRM system
• End-to-end visibility from lead to close
• Accurate, real-time sales KPI tracking
• Improved confidence and clarity in MORs and Quarterly Board Meetings
• Reduced friction with PE stakeholders through transparent reporting
• A scalable RevOps foundation to support future growth

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Most importantly, the organization moved from reactive reporting to proactive revenue management.

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Why This Matters

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• This case demonstrates GlenSource Business Consulting’s ability to:
• Deliver enterprise-grade outcomes without enterprise-level disruption
• Align sales, systems, and leadership under PE-level expectations
• Execute quickly in high-pressure, high-growth environments
• Drive real adoption—not just implementation

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