How FleetIQ Logistics Unlocked $4.2M in Stalled Pipeline
FleetIQ knew opportunities were slipping through the cracks. They just couldn’t prove where. Our team unified eight regional CRM instances, stitched their Snowflake data lake, and delivered a RevOps cockpit that surfaced $4.2M in stalled deals during week one of the rollout.
FleetIQ runs an asset-light logistics network spanning eight regions, each with its own Salesforce instance, local processes, and reporting cadence. Leadership lacked visibility into:
- Which deals were stuck and why
- How often quotes expired without follow-up
- How pipeline health differed between regions
Revenue forecasts felt like guesswork, especially when new bids required collaboration between regional teams.
The Challenge
FleetIQ’s data lived in silos:
- Eight Salesforce orgs with different fields, stages, and automation
- Snowflake acting as a central lake, but missing the logic to reconcile duplicates
- Excel macros for leadership dashboards that took days to update
The RevOps team couldn’t answer basic questions without pinging each regional GM. Deals that needed executive intervention went unnoticed until they were already lost.
Our Approach
1. Normalize Opportunity Data Across Regions
We built a canonical opportunity model that mapped every regional stage to a unified lifecycle. An orchestration layer now:
- Pulls incremental updates from each Salesforce org
- Standardizes fields (stage, probability, currency, owner)
- Flags stalled deals when no movement happens for X days based on stage
The normalized dataset lives in Snowflake, ready for analytics and downstream activation.
2. Blend Operational Signals
Pipeline alone doesn’t tell the full story. We blended:
- Logistics telemetry (on-time delivery, route profitability)
- Billing status (outstanding invoices, credit holds)
- Support escalations related to active opportunities
The result: every opportunity card now carries operational context that explains delay risk.
3. Ship the RevOps Cockpit
We delivered a dashboard tailored for three personas:
- Executives see a macro pipeline view with risk-adjusted forecasts and stalled revenue by region.
- Regional managers track deal velocity, upcoming renewals, and playbooks for re-engagement.
- Sales reps get a personal queue showing what needs action today with recommended next steps.
Slack alerts trigger when high-value opportunities stall, automatically tagging the relevant manager and solution architect.
Results Within the First Rollout
- $4.2M in stalled revenue surfaced by highlighting deals with zero activity for 14+ days
- 20% increase in cross-region collaboration thanks to shared visibility
- Executive forecast accuracy tightened to ±6%, down from ±18%
- Follow-up tasks auto-generated for 100% of the top 50 opportunities every Monday
The Playbook in Action
During the pilot, the dashboard flagged a Midwest deal with a national retailer. It had been idle for 19 days because operations waited on freight pricing from the Northeast region. The alert triggered both regional managers and prompted the solution architect to attach updated pricing. The deal closed the following week, adding $370K in ARR.
This story repeated across the network: visibility turned into coordination, and coordination turned into revenue.
What’s Next
Phase two expands the playbook:
- Push pipeline risk signals into Salesforce as native alerts
- Tie marketing attribution back to opportunity velocity
- Layer in profitability scoring so reps prioritize deals with the healthiest margins
Need a RevOps cockpit that unifies your regions, systems, and revenue playbooks? Let’s talk.
