Uncovering $300K Through Invoice Visibility
When revenue is at stake, don’t rely on assumptions. Build systems that surface errors before they cost you. Redundant processes may feel inefficient, but when they catch six-figure mistakes, they become invaluable. Visibility isn't a luxury between departments, it's your insurance policy.
The Challenge
Sales believed Finance handled invoicing automatically after deals were marked closed-won in Salesforce. In reality, no system verified that invoices were sent, matched, or paid. This gap led to over $300K in revenue going unbilled, including one $30K discrepancy that nearly resulted in underbilling a major client.
The Solution
The solution started with connecting the dots between systems. BreadWinner was deployed to integrate Salesforce and QuickBooks, establishing real-time visibility into invoicing and payment statuses for deals logged in the CRM.
From there, a three-tier process was built:
- Dashboards for Visibility
- Opportunities without invoices
- Past due invoices
- Amount mismatches between Salesforce and QuickBooks
- Redundant Cross-Team Process
- AE flags deal as Closed-Won → triggers a manual Finance notification
- Finance checks and confirms invoicing in QuickBooks
- A task checklist was created to ensure both teams confirmed each step
- Accountability Loop
- Weekly audits across Sales Ops and Finance teams
- Exceptions flagged, escalated, and resolved before client interactions
- Trends analyzed monthly to reduce rework and miscommunication
The result wasn’t just more invoices, it was cultural. Finance and Sales began seeing themselves as part of the same revenue engine, not siloed checkpoints.
The Impact