Mediafly Unifies Data for Efficient Revenue Operations

Upstart Automotive is a technology platform that leverages artificial intelligence to democratize access to credit for consumers throughout the car purchasing journey. The company’s revenue team was working from a set of disconnected systems and data, revealing the need for a single source of truth.

The Challenge

Upstart encountered substantial hurdles as its digital-first lending approach gained traction. First, they didn’t have clear visibility into their sales pipeline — from initial opportunity, to projection, to closing. Additionally, the company faced multifaceted challenges within its operational structure. Each manager required customized Salesforce reports with different variables — which meant lots of duplicated efforts, confusion, inefficiencies and poor time management.

With sales teams operating in silos, decisions were made based on disparate and frequently inaccurate insights. This lack of standardized reporting also meant leadership had no unified tool for forecasting data. The burden of crafting ad hoc reports fell on the operations team, further exacerbating inefficiencies within the system and hurting productivity.

The Solution

To sync all activity data and provide reliable snapshots of pipeline health and forecast changes from a single source of truth, Upstart implemented Mediafly’s revenue intelligence solution.

Now, sales managers can easily:

• Filter reports
• Identify risks
• Monitor deal progress
• Investigate changes for salvaging opportunities

With Mediafly’s automatic forecast consolidation, data is updated in real-time and ensures a smoother forecasting process. As a result, less time is wasted gathering data — enabling the entire revenue team to allocate more time and focus toward identifying the best opportunities and closing deals.