case study

Deep North.

Implemented advanced ARR and TCV calculation fields enabling real-time revenue visibility

Reduced data entry time by 40% through dynamic layouts and redundant field elimination

Transformed chaotic reporting with new pipeline and bookings dashboards driving data-driven decisions

Established forecasting system directly within Salesforce, eliminating spreadsheet dependency

A growing B2B company struggled with manual revenue calculations, cluttered Salesforce interfaces, and disconnected forecasting processes that obscured their true financial position and slowed sales velocity. The Matchbox executed a comprehensive Salesforce overhaul that transformed their revenue management capabilities, streamlined user experience, and established a scalable framework for operational growth.

Revenue Calculation Nightmare

Manual ARR Calculations in Spreadsheets Creating Errors

Finance and sales providing different numbers to the board.

The Challenge:

Sales reps manually calculated Annual Recurring Revenue and Total Contract Value in spreadsheets, leading to frequent errors and inconsistencies. Finance reported different ARR numbers than sales, creating board-level confusion. Recurring vs. non-recurring revenue wasn't tracked, making accurate forecasting impossible and pricing decisions were made without visibility into margins.

The Matchbox Solution: ‍

We developed sophisticated formula fields within Salesforce to automate all revenue calculations and ensure single-source-of-truth reporting.

Created formula fields automatically calculating ARR, TCV, and monthly recurring revenue
Built separate tracking for recurring vs. non-recurring revenue components
Implemented pricing variable visibility ensuring adherence to pricing strategies
Established validation rules preventing deal closure without proper revenue categorization
Laid groundwork for future CPQ implementation with standardized pricing architecture

Interface Chaos Killing Productivity

200+ Fields Visible Regardless of Deal Type

Sales reps spending more time navigating than selling.

The Challenge:

Every opportunity showed 200+ fields regardless of relevance—renewal deals displayed new business fields, small deals showed enterprise fields, creating confusion and errors. Sales reps complained about spending 30 minutes per opportunity just finding the right fields to update, dramatically reducing selling time.

The Matchbox Solution: ‍

We implemented dynamic layouts and eliminated redundant fields to create a streamlined, intuitive user experience.

Removed 80+ redundant or unused fields from page layouts
Created dynamic layouts surfacing only relevant fields based on opportunity type
Implemented conditional visibility rules based on deal stage and size
Designed separate layouts for new business, renewals, and upsells
Reduced average data entry time from 30 minutes to under 10 minutes

Reporting Black Hole

47 Outdated Dashboards, Zero Pipeline Visibility

Leadership making decisions blind without accurate metrics.

The Challenge:

The system contained 47 legacy dashboards and 150+ reports, most showing incorrect data or metrics no longer relevant. Critical insights like pipeline coverage, bookings by segment, and deployment status weren't available. Sales meetings relied on manually compiled spreadsheets that took hours to prepare.

The Matchbox Solution: ‍

We overhauled the entire reporting framework, removing outdated elements and building comprehensive visibility dashboards.

Audited and retired 35 obsolete dashboards consuming system resources
Built new executive dashboard showing real-time pipeline, bookings, and ARR metrics
Created deployment status tracking for post-sale visibility
Implemented drill-down capabilities from summary to opportunity detail
Established automated report subscriptions eliminating manual preparation

Forecasting and Post-Sale Disconnect

Forecast Calls Using Spreadsheets, Deployments Tracked Nowhere

Critical business processes happening outside the system of record.

The Challenge:

Forecast meetings required exporting Salesforce data to spreadsheets, manually updating, then re-importing — a process taking 4+ hours weekly. Post-sale handoffs happened via email with no tracking, causing deployment delays and customer frustration when information was lost between teams.

The Matchbox Solution: ‍

We configured native Salesforce forecasting and created a streamlined post-sale process within the platform.

Configured Salesforce Forecasting Categories enabling in-platform forecast meetings
Built forecast adjustment tracking with historical snapshots
Created post-sale kickoff process with deployment templates
Designed data load process for client information integration
Established automated handoff notifications between sales and deployment teams

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The Matchbox's comprehensive Salesforce transformation eliminated manual revenue calculations, streamlined the user experience, and established reliable reporting — turning a chaotic system into a precision revenue management platform. By addressing both immediate inefficiencies and building for future scale, we equipped the client with the operational foundation needed for sustained growth.

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