Connected through one governed pipeline and reporting model
Rebuilt across the commercial lifecycle, from lead to handover
Delivered across the pipeline build and governance work
The problem
Where it started.
AURA runs rapid emergency-response services across four markets, each with different products, currencies and commercial models. Its CRM had developed into a patchwork of legacy pipelines and duplicate views, with inconsistent rules for lead creation, opportunity progression and pricing approval.
Revenue was reported differently across South Africa, Kenya, the UK and the US. Finance did not have a consistent line of sight from qualified lead to billed contract, and each new market or commercial model added another workaround to a stack the team could not rely on with confidence.
“The setup had got us a long way, but we wanted everything in one consistent system — a properly governed pipeline, clear reporting we could drill into, and structured rules for how leads get assigned and deals progress.”
Patrick Gilbride, CFO, AURA
What we built
The system.
Rebuilt the Zoho CRM pipeline end to end: lead capture and qualification, SQL, opportunity, contract and negotiation, closed won and post-sale handover.
Introduced validation gates that prevent stage-skipping, enforce a lead-first rule and make pipeline progression consistent across markets.
Embedded commercial governance through MEDDPICC gates, minimum-deal-size checks, redline controls and finance approval rules.
Created a three-number revenue framework — estimated, contracted and actual — so each measure is captured at the correct point in the commercial process.
Specified two extension paths on the same foundation: dynamic pricing approvals by GP leakage and country, and an Installers/Dealers pipeline spanning four commercial models.
What changed
The result.
AURA now operates from one governed commercial process rather than separate market-specific workarounds. Deals cannot be created without a lead or moved through the funnel without the required information, so reporting follows the same logic across all four markets.
The new revenue framework gives finance a clearer path from qualified lead to billed contract, while pricing and commercial approvals are structured around explicit rules rather than memory and messages. The result is a revenue system the team can trust, maintain and extend as the business grows.
Client references are available on request — get in touch and we will arrange an introduction.
“What stood out was the pace. Things would come up and be live a day or two later, and they pushed back when we needed it, which we really appreciated. There's plenty more we want to build with Pomodor.”
Patrick Gilbride, CFO, AURA
Operational outcomes
Reliable
Pipeline reporting you can drill right into, with numbers finance trusts.
Auto-routed
Leads reach the right BD automatically instead of sitting in inboxes.
1 view
A single trusted source of commercial truth, every region.
