When Devansh Iyer joined as VP Revenue at Suryam Labs in late 2025, the Bengaluru-based DevOps SaaS was forecasting like most early-stage Indian SaaS companies — somewhere between 60% and 130% of plan, with no consistent reason. The CRO didn't trust the number. The board had stopped asking. The CFO actively ignored it.
The problem
Suryam was running on a stitched stack: HubSpot Free for the top of funnel, a paid Pipedrive licence for late-stage deals, a Notion deal-desk page for any contract above ₹50 lakh, and a Google Sheet that the founders refreshed every Friday to produce "the number". Every Friday, an analyst spent four hours reconciling the four sources. The number was always wrong, and the Monday all-hands was usually about why.
The team's average deal size had grown from ₹4 lakh to ₹14 lakh as Suryam moved upmarket from startups to mid-market — but the same forecasting discipline that worked at low-volume, high-velocity wasn't working anymore. Deals were stalling at procurement, contract redlines were taking weeks, and the AE team was committing deals they couldn't actually close.
The CFO had stopped asking. We were forecasting into a void.
Why Tracket
Devansh had used Tracket CRM at his previous company, a fintech in Gurgaon, and brought it as a recommendation to Suryam's founders. The pitch was simple: stop weighting pipeline by stage probability, start using a three-line model — committed, best case, AI-weighted — and reconcile weekly.
The migration
Suryam moved sales onto Tracket CRM over three weekends in February 2026. The migration team mapped 92,000 historical activities to deals, deduplicated 14,000 contacts, and rebuilt the forecast on Tracket's three-line model. AE compensation was tied to the accuracy of the committed line, not the volume of pipeline.
The result
Within one full quarter, forecast accuracy hit 92% on the AI-weighted line. Win rate moved from 27% to 38%. Average deal cycle dropped 21 days — most of which came from clearing stuck deals out of the pipeline rather than letting them rot. The Friday reconciliation was deleted. The team kept the slot for a "what shall we automate next?" working group.
Forecast accuracy went from 'maybe' to 92% in a quarter.
— DEVANSH IYER · VP REVENUE · SURYAM LABS