Results
Five engagements, five different starting points. Each one began with the same question: where is revenue breaking, and why?
Results from past engagements and in-house leadership roles. Every business starts from a different place, and every engagement is scoped to it.
Forecasting and pipeline health
The challenge: The sales team used MEDDPICC, but leadership still had no reliable view of pipeline quality.
What we did: Mapped the methodology to the pipeline stages, tightened how deals were inspected, and made that inspection visible in every forecast call.
The outcome: 12% fewer slipped deals and 15% better late-stage conversion.
Where this starts today: Forecast Accuracy Reset
Revenue leakage and renewals
The challenge: Renewals were missed because nobody understood the contract terms, which were mostly non-standard, and nobody could see contract value or terms in the CRM.
What we did: Introduced a contract and subscription object in the CRM, and a regular churn and renewal forecasting cadence.
The outcome: Gross retention lifted from 95% to 98%, with net retention gains from tighter control of renewals.
Where this starts today: Revenue Friction Review
Lead to cash
The challenge: A systemic gap between booked and billed revenue.
What we did: Mapped the process from quote to invoice, found where bookings and billing diverged, and led the project to close the process and systems gaps.
The outcome: 7% of recoverable ARR identified, and a recovery process put in place within 3 months.
Where this starts today: Revenue Friction Review
Lead conversion
The challenge: A lead scoring project had just been completed, yet lead conversion stayed very low. The US team reported waiting days for leads to be assigned.
What we did: Found that every lead was routed to a Sales Ops queue, a temporary measure that had become the norm. We designed lead routing rules and put them live within 4 weeks, including a large clean-up of account ownership. When conversion still didn't lift and a win-loss review pointed to slow follow-up, we found that leads were now routed correctly but reps weren't being notified, and fixed that too. Sales and Marketing agreed mutual SLAs.
The outcome: Lead conversion 86% faster, and the people who had been routing leads by hand moved to higher-value work.
Where this starts today: Revenue Friction Review
Integration after an acquisition
The challenge: After acquisitions, separate GTM systems produced inconsistent reporting and forecasts.
What we did: Identified the data issues behind the conflicting numbers, aligned pipeline stages across the businesses, set up one forecast cadence, and consolidated the data.
The outcome: Confidence in the data and the forecast restored, and a cross-sell playbook in place.
Where this starts today: Forecast Accuracy Reset
Recommendations
“[Mirjam] understands the interplay between forecasting, systems architecture, and sales processes at a level you rarely find… I can wholeheartedly recommend Mirjam to anyone looking for a leader with strong domain depth and a grounded, results-driven approach in RevOps.”
“[Mirjam] is able to grasp situations quickly, using her sharp business acumen to lead her customers to great success… Any organization would be fortunate to have Mirjam as a leader or key member of their team or even just benefit from her skills on a project-by-project basis.”
“Mirjam is one of the best leaders I worked with… She is 100% straight to point and makes sure the solution provided is tailored to meet the customer needs.”
Take the 3-minute Revenue Engine Assessment.