How Cariloop built 100% data confidence by simplifying Salesforce with RevBlack

The Client

Cariloop partners with mid-market and enterprise employers to provide caregiving and backup care benefits for employees balancing work and family responsibilities. By supporting employees who are caring for aging loved ones, children, or family members with special needs, Cariloop helps organizations improve employee wellbeing, reduce absenteeism, and increase productivity.

The Challenge

By late 2024, Cariloop’s revenue operations were fragmented and lacked visibility. Salesforce was supported on a ticket-by-ticket basis, without a strategic framework, leaving the sales process inconsistent and reporting unreliable.

The use of the lead object created unnecessary complexity and data gaps between records, resulting in opportunities that appeared close to closing despite little engagement. Pre-pipeline activity was poorly tracked, and the absence of a true RevOps function meant that sales, marketing, and customer success lacked alignment. Leadership changes in early 2025 created an opportunity to build a RevOps foundation that could support accurate reporting, trusted data, and scalable growth.

The Transformation

Cariloop partnered with RevBlack to design and implement a revenue-first RevOps ecosystem across Salesforce, HubSpot, and related tools.

The engagement began by stepping back from individual fixes to take a holistic view of the buyer journey, from first awareness through customer success. This broader perspective exposed critical gaps in pre-pipeline management and stage progression that undermined reporting and forecasting.

RevBlack restructured Salesforce to eliminate the lead object, simplifying data flow and aligning records to match how Cariloop’s team actually sells. Automations and required fields were introduced to enforce consistent stage movement, reducing errors while preserving the flexibility needed for real-world deal cycles.

Cross-functional collaboration ensured the new processes were tailored to Cariloop’s sales, marketing, and analytics needs. Finally, RevBlack delivered board-ready dashboards that replaced manual spreadsheets, providing clear pipeline visibility and reliable projections. Training and enablement ensured that Cariloop’s team understood both the new processes and the reasoning behind them, setting the foundation for adoption and scalability.

The Results

Even before the project was fully deployed, Cariloop saw measurable improvements in visibility and trust:

• Pipeline data became reliable, with leadership confident that opportunities reflected reality.
  
  
• Reporting to executives and the board shifted from manual spreadsheets to clean, consistent dashboards.
  
  
• Buyer journey metrics were established, enabling the team to track stage-to-stage conversion, velocity, and key decision points such as when the cost of doing nothing was introduced in conversations.
  
  
• A foundation was created for advanced capabilities including attribution and ARR reporting, unlocking future opportunities for continuous optimization.
  
  

With a strategic RevOps framework in place, Cariloop moved from a black-box sales process to a system built for visibility, accuracy, and growth.