Background
Background.
A 230-person B2B SaaS company with three growth-stage funding rounds behind it and a roadmap pivot in the rear-view mirror. The revenue team ran on an enterprise CRM (≈140 seats), Marketing on a marketing automation platform, Customer Success on a customer-success platform, and Consent on a standalone consent vendor. Four annual contracts, three integration consultants on retainer, a nineteen-page consent flow diagram pinned to the privacy team's office that no one understood end-to-end.
The internal RevOps team had grown to seven people. Six of them spent their week on the seams between the products — sync reconciliation, dashboard re-baselining, suppression-list catch-up.
Challenge
Challenge.
Three things came due in the same quarter: the CRM renewal, a CCPA expansion to two new states, and a board-level efficiency target. The board's number was unambiguous: 30% reduction in SaaS spend by end of fiscal year. Without losing a single revenue capability.
The RevOps team modelled the gap. Renegotiating each vendor independently got to 12%. Cutting features got to 18% — at the cost of marketing capabilities the CMO had just spent two years building. The remaining 12 points were going to need a structural change.
Solution
Solution.
The team trialed Pact alongside the existing stack for four weeks. The Pact tenant imported their existing CRM schema unmodified — accounts, contacts, opportunities, custom objects, owner history — and stood up sequences, journeys, and a consent center against the same data. The DPO walked through the consent center and immediately spotted three lawful-basis records that had been hand-maintained for years; the audit chain told her where they came from.
Migration ran over a long weekend. Schema mapping was scripted; the dry-run report showed zero record loss and 27 reconciliation findings (all stale marketing-platform dupes that pre-dated the migration). The team kept the legacy CRM and marketing platform running in read-only mode for two weeks post-cutover, then turned them off.
The cost story: Pact Scale at 140 seats came in at $334k/year list, against $873k/year list for the prior four vendors combined. Even with the negotiated discounts the team had on the existing contracts, the new annual run rate dropped 62%.
Result
Result.
Six weeks from kickoff to first live send. The DPO's audit prep time dropped from five days to five seconds; the consent center now answers any contact's consent state from one screen. The RevOps team's headcount didn't shrink — but five of the seven people moved off plumbing and onto pipeline analytics, attribution modeling, and forecast tooling.
The integration consultants moved on to other clients. The nineteen-page consent flow diagram came off the wall.