The challenge
Sentrel protects cloud infrastructure for banks, insurers and healthcare providers — customers where a purchase needs sign-off from security, IT, procurement, legal and, increasingly, the board. The average enterprise deal takes nine months and touches fourteen people on the buyer’s side.
Too often, Sentrel’s reps were talking to only one of them. A champion would go on leave or lose a budget fight, and a deal that had looked healthy for months would slip a quarter — or vanish entirely. In the year before Veyro, 38% of committed enterprise pipeline slipped at least once.
Forecast calls turned into debates about gut feel. Reps defended deals they believed in, managers discounted them on instinct, and leadership had no objective way to tell a quiet deal from a dead one.
The solution
Sentrel connected Salesforce, Outreach, Zoom and its email and calendar systems to Veyro. Signals mapped every stakeholder on every open deal, showing who was engaged, who had gone quiet and who hadn’t been contacted at all. Deal Health weighs that buying-group coverage alongside security-review progress, legal redlines and procurement timelines.
Pipeline Radar surfaces the patterns that preceded Sentrel’s past losses: a single-threaded deal past stage three, a CISO who skipped two meetings, a procurement contact who stopped replying. Each alert comes with a Playbook — typically an executive-sponsor outreach that Veyro drafts and Sentrel’s leadership sends.
Because Sentrel sells to regulated buyers, its own security team reviewed Veyro first. SOC 2 Type II reports, EU data residency and field-level permissions got Veyro through that review in two weeks — a process Sentrel’s own customers would recognize.
Veyro told us a $900K deal was single-threaded three weeks before our champion left the company. By the time she handed in her notice, we had already met her successor.
— Grace Liu, Regional Vice President, Financial Services
The results
In twelve months, Sentrel’s enterprise pipeline became both bigger and far more predictable.
$6.3M in at-risk pipeline rescued after Pipeline Radar alerts
+18 points on enterprise win rate, from 21% to 39%
4.6× more deals with five or more engaged stakeholders
Slipped commit down to 11%, from 38% the year before
Sentrel now runs every quarterly business review off Veyro’s buying-group map — and its board deck shows the Deal Health distribution right next to ARR.
