Vexcel Systems

The challenge

Vexcel Systems sells endpoint security software to mid-market and enterprise companies. With 350 employees and an average deal size of $185K ARR, their sales process involves technical evaluations, security reviews, and procurement cycles that historically averaged 195 days from first meeting to signed contract.

The leadership team knew their cycles were long but could not pinpoint where deals were losing momentum. The CRM showed stage durations, but those stages were too coarse to reveal the actual bottlenecks.

• Deals spent an average of 48 days in "technical evaluation" with no visibility into whether the POC was progressing or stalled
• Late-stage slippage was endemic — 40% of deals that reached "procurement" slipped at least one quarter
• Reps could not tell which deals needed intervention until it was too late to change the outcome
• The forecast was essentially a guess for any deal more than 60 days from expected close

The solution

Vexcel deployed HexaLevers to 60 users across their sales, sales engineering, and RevOps teams. The implementation focused on revealing what was happening inside the long stages where deals were losing time.

• Granular milestone tracking broke "technical evaluation" into sub-stages: POC scoping, POC execution, technical debrief, and security review. HexaLevers tracked progression signals within each sub-stage.
• Bottleneck detection identified that 62% of cycle time was consumed by two phases: POC execution and procurement approval. Both had clear intervention patterns that correlated with faster progression.
• Stall alerts notified reps and managers when a deal's progression velocity fell below the historical baseline for its profile, enabling intervention while the deal was still recoverable
• Procurement intelligence flagged deals entering procurement without a confirmed budget holder or internal champion, the two factors most correlated with late-stage slippage

"HexaLevers showed us that our real problem was not slow buyers — it was that we were not intervening early enough when deals stalled. Once we had the signals, our team knew exactly when and how to act." — Priya Nair, Head of RevOps, Vexcel Systems

The results

Within four quarters of deployment, Vexcel measured:

• Average sales cycle shortened from 195 to 140 days — a 28% reduction
• Late-stage slippage dropped from 40% to 18% of deals in procurement
• Forecast accuracy improved from 58% to 87%, with the largest gains on deals in the 90-180 day range
• Revenue per rep increased by 19% as reps closed the same number of deals in fewer days, freeing capacity for new pipeline

The compound effect was significant: shorter cycles meant faster revenue recognition, better cash flow predictability, and a sales team that could carry more active pipeline without burning out.