The challenge

Meridian Labs is a 200-person fintech company selling payment infrastructure to mid-market and enterprise financial institutions. Their deal cycles average 160 days, and their average contract value is $240K ARR.

When Meridian's new CRO joined in early 2024, she inherited a pipeline coverage ratio of 1.8x — well below the 3x minimum considered healthy for their deal cycle and win rate. The root problems were visible but hard to quantify:

The sales team was spending too much time on low-probability deals and not enough on pipeline generation
There was no systematic way to identify which deals were genuinely progressing versus sitting idle in "active evaluation"
Marketing could not see where pipeline gaps existed by segment, so campaign spend was not aligned with coverage needs
The forecast was unreliable, which made it impossible to know how much new pipeline was actually needed

The solution

Meridian deployed HexaLevers to 35 users across sales, marketing, and RevOps. The implementation focused on three areas:

Pipeline health scoring to separate real deals from dead weight. Within the first month, HexaLevers identified 38% of "active" pipeline as effectively stalled deals that had not shown meaningful engagement in 30+ days.
Coverage gap analysis by segment and quarter, giving marketing and SDR leadership clear targets for where new pipeline was needed most
Deal velocity benchmarking that showed reps and managers how each opportunity compared to historical patterns for similar deal profiles

"HexaLevers showed us that nearly 40% of what we were counting as pipeline was essentially dead. Once we cleaned that up and redirected effort, real coverage started growing fast." — David Hernandez, CRO, Meridian Labs

The results

Over three quarters, Meridian measured:

Pipeline coverage grew from 1.8x to 5.6x, a 3.1x improvement driven by better pipeline hygiene and targeted generation
Win rates improved by 18% as reps focused on deals with genuine momentum
Forecast accuracy reached 91%, up from 64%, giving the executive team confidence in revenue projections for the first time
Marketing pipeline contribution increased by 45% after coverage gap analysis directed spend to underserved segments

Meridian's CFO now uses HexaLevers's forecast data directly in the company's financial planning model, eliminating the manual reconciliation that previously added a week to every quarterly planning cycle.