How Whistic was able to close deals 3x faster

About Whistic

Whistic is an AI-powered third-party risk management platform based in Pleasant Grove, Utah. As a B2B SaaS leader with a team of roughly 40 employees, Wistic helps organizations streamline security evaluations and build trust through automated risk profiles.

We partnered with Allie Waite, VP of Operations, to provide expert RevOps advisory and technical Salesforce leadership during a critical period of organizational transition.

Before RevBlack

Whistic found themselves at a crossroads when their Senior RevOps Manager departed, leaving a void in technical expertise just as the company was navigating a structural shift. 

Allie stepped into the VP of Operations role from a People & Culture background, inheriting a Salesforce instance that was 10 years old and suffering from:

• Compounded Inefficiency: Years of "building on top of" old processes rather than fixing them had created a labyrinth of redundant workflows.
• Data Fragmentation: Significant sync issues between HubSpot and Salesforce were causing friction across the go-to-market tech stack.
• Technical Debt: "System bloat" was hindering the sales, CS, and marketing teams, making everyday tasks feel like a hurdle.
• The Skills Gap: With a lean team, Wistic lacked the specialized tools and deep Salesforce knowledge required to untangle a decade’s worth of legacy configurations.

The solution

RevBlack stepped in as a flexible strategic partner. We met Whistic where they were, adapting our involvement to match their internal capacity. 

Our approach included:

• An  audit: We performed a deep-dive of their Salesforce instance, identifying specific areas of concern and documenting every inefficiency.
• The roadmap: We provided a clear project plan with defined timelines, allowing Wistic to prioritize the highest-impact fixes first.
• Execution: We operated as a hybrid extension of their team (acting as project managers when Wistic’s internal team had the bandwidth, and diving into the "engine room" to make direct system changes when they needed expert execution.)
• System consolidation: We focused on cleaning up the "bloat," removing unnecessary fields, and fixing the HubSpot-Salesforce sync to ensure a single source of truth.

The results

By removing the friction from the RevOps engine, Whistic saw immediate qualitative and quantitative improvements:

• Increased Sales Velocity: Updated closing flows and the removal of repetitive fields allowed the sales and CS teams to close deals faster.
• Enhanced Team Sentiment: The "bloat" was replaced with clarity, leading to a much higher satisfaction rate for the teams working within the CRM.
• Operational Clarity: Wistic now operates with a streamlined Salesforce instance that provides clear visibility into the business, free from the legacy debt of the last 10 years.

Trusted Advisory: Beyond the technical fixes, we provided Allie with the peace of mind that her RevOps function was being guided by partners who "knew their stuff inside and out."