How Covecta Scaled Pipeline 4x by Replacing Inbox Workflows with Salesforce

Bringing Structure to a Fast-Moving Sales Process

Covecta is bringing agentic AI to financial services with purpose-built AI assistants for the world’s most demanding financial institutions. In an industry where "digital transformation" is often just a buzzword, Covecta provides the "seasoned banker intelligence" that both corporate banks and credit organizations need to win. With agents built on real industry knowledge, they can handle sector-specific tasks, from preparing documents for credit committees to analyzing valuations.

The team at Covecta needed a sales process that could match the credibility and organization it offers to customers. In their early days, the team was moving fast but lacked visibility. Lead management was fragmented across Monday.com and individual email inboxes. As lead volume climbed into the hundreds, it made it harder to consistently move every prospect through to the right next step.

As the company leaned into expanding globally, its fragmented setup started to break. The issue was that Covecta couldn't customize their system to match how Ben Thomas, Founder and Chief Revenue Officer, wanted to run the business. Some opportunities and leads were in the system, but getting proper setup support to bring all of their opportunities and leads would have required outside help, at a cost the team didn't want to take on.

Meanwhile, Covecta was working on more and more opportunities, and the team didn’t have any time to spare. They needed visibility, consistency, and a way to make sure no potential customers slipped through the cracks without adding more work or overhead.

Rather than spreading sales processes across inboxes and losing important customer updates in the mix, Ben decided to shift platforms. His goal was to enable the team to move customers forward faster, and start using a purpose-built, customizable tool that would turn big ambitions into business wins.

Creating a Single Source of Truth for Pipeline & Reporting

Instead of managing leads ad hoc, by deploying Salesforce Pro Suite, the team now has a clear system for tracking activity, nurturing opportunities, and reporting on success. This matters because Covecta follows a tight sales cadence, including what Ben describes as a “three-message protocol” made up of a coordinated introductory message, one that shares new information, and an exit message. The timing is key, if too much time passes between messages, the sequence effectively has to restart. With Salesforce, that cadence is tracked automatically rather than relying on memory for individual inbox management.

Deploying this protocol through Salesforce has helped the internal team stay organized, and has resulted in a smoother customer experience, which shows up in handoffs. When an opportunity moves down the pipeline, the next team isn't starting from scratch. Notes, prior commitments, and messaging history are already captured, so the conversation can continue without the customer having to repeat themselves, which is a key pain point for the customer experience globally.

For Ben, another big win has been increasing visibility over Covecta’s growing sales pipeline. To effectively manage the funnel, Ben needed immediate visibility into pipeline health. He needed to track active opportunities and their age, monitor forward momentum, and identify specific market segments and the team members responsible for driving those leads. That visibility is crucial as Covecta expands across segments including corporate banks, specialist lenders, building societies, and private credit organizations. Gaining this insight has helped Covecta simplify reporting without creating more manual work for their lean team, who can now focus on pushing an ever-growing pipeline.

Getting this new system set up without creating more work or distractions for the team was important for Covecta. With support from the Salesforce Launchpad program, designed to help venture-backed startups execute their vision, Covecta was fully up and running on Salesforce within four weeks. This partnership was crucial as Ben notes, “Salesforce and Launchpad provided us a way to get started really quickly in a very affordable way. We’ve had all the support and partnership we need.”

Following that seamless setup, it didn’t take long for Covecta to start seeing results. In fewer than four months, the business has grown their pipeline by 4 times. In their first month, the team recorded revenue growth of 30%. Net revenue retention has hit 130%, with more expansion expected as new deals come through. Even better, Ben is certain this is just the beginning: “With the lead list we can now manage, we expect these figures will get a lot higher,” he says.

A Platform Covecta Can Rely On Today

For Covecta, Salesforce is both helping the team run a better pipeline today and giving them the tools to achieve their future goals. Right now, that means supporting more outbound activity in the U.S. market, where Covecta is building its pipeline across the banking sector. They have already secured their first customer there and are nurturing hundreds of leads which Ben says, “would not have been possible without a system like Salesforce.”

Covecta will also expand how it uses Salesforce, going beyond lead and opportunity management into account management. As more customers go live, Covecta expects Salesforce to become a fuller system of record for their AI evangelist team, the group responsible for driving adoption and behavioral change inside customer organizations, by capturing bug reports, usage signals, feedback, and relationship history.

The longer-term value is also strategic. Ben chose Salesforce not only because it could solve the company’s immediate needs, but because he knew it had solutions that could scale alongside the business. As their expansion continues to grow, Covecta will use the data captured in Salesforce to automate more work and will integrate Slack and Salesforce to make tracking customer updates even simpler.

However, Covecta’s relationship with Salesforce goes beyond their tech stack and sales processes alone. As a Salesforce Ventures partner, Covecta and Salesforce will continue to work together to help shared customers as the business grows. That close collaboration will also underpin one of the opportunities Covecta is most excited about: bringing their agents to AgentExchange, Salesforce’s trusted marketplace of agents, apps, and experts.

Covecta is building in a category where credibility, timing, and customer experience are all essential. With Salesforce, the lean team has a platform and a partner that matches their ambition in all of these areas, giving them the rigor they need to keep moving forward without adding complexity.

Ready to achieve big ambitions and bring more rigor to your pipeline? Get started with Salesforce Pro Suite and see where it takes you.