Nearly 100 Deals and Several Million Dollars Saved From a Single Departure, With 100% CRM Adoption

Transbiotech's business development rested entirely on a single representative. There was no centralized system: every active deal, contact, and piece of history lived in an Excel file and, above all, in that one person's head.

This dependency created a direct financial risk. Nearly a hundred active opportunities, worth several million dollars, existed nowhere but in that Excel file and that memory. If the representative left, the organization stood to lose more than 80% of its business development data, and it would have taken several weeks of work to try to rebuild the history, without ever being able to do so completely.

That risk became real when the representative left. For senior management, it was no longer viable to have several million dollars in opportunities resting on knowledge that could disappear overnight. They needed a reliable system to centralize past, current, and future deals.

Phase 1 — Mapping business development: We documented how deals were being tracked, structured the stages of Transbiotech's pipeline, and recovered the information scattered across the Excel file before it could be lost.

Phase 2 — Pipedrive architecture: We implemented Pipedrive because management wanted a solution that was reliable, simple to use, and transparently priced, unlike the alternatives they evaluated. We rebuilt the deals, the history, and a clear pipeline reflecting the reality of their opportunities.

Phase 3 — Automation with Make: We connected Make to automate the flow of information and feed the dashboards, eliminating the manual data entry that made the old Excel impossible to maintain.

Phase 4 — Adoption: We trained the business development team so the CRM became the daily working tool, rather than a system running in parallel with Excel.

Stack: Pipedrive (CRM) + Make

Duration: 4 months from start to finish.