The challenge
Ridgeway sells freight management software to carriers and shippers, with seat and usage pricing across three regions. By 2024 the forecast lived in eleven spreadsheets: one per manager, one for finance and one that tried to reconcile them. Every Monday, RevOps spent the morning rebuilding the number.
The number was also wrong. In four of six quarters, Ridgeway missed its commit by more than 10%, and finance had stopped planning headcount on the sales forecast.
The approach
Ridgeway connected Salesforce, Stripe and Snowflake to Keel in an afternoon. A revenue architect mapped their stages and forecast categories, then back-tested eight quarters so the team could see how Keel would have called each one.
“The back-test was the moment the CFO came on board. Keel called five of eight quarters within 3%.”
Managers began committing in Keel in week two. Reps kept working in Salesforce, and the spreadsheets stopped being updated by the end of the month.
The results
- Commit within 2% of the closed number for three straight quarters.
- Eleven hours a month saved per manager.
- $1.2M in contracts found that had never been invoiced.
Finance now plans headcount on the Keel forecast, and the Monday meeting takes twenty minutes.
