How elia gained full Visibility and Control of its Sales Pipeline With Vasco
Visibility and Control of its Sales Pipeline With Vasco
The challenge
After raising a seed round in late 2024, elia knew it was time to put the right systems in place. HubSpot replaced their previous CRM, but for revenue forecasting and unit economics, they needed more.
elia, a workplace platform launched in 2023 by Anthony Blais and his team at GPHY, helps companies optimize their office space, improve employee experience, and streamline operations. Targeting organizations with 200+ employees, elia quickly gained traction—growing to more than 150 customers across Canada and the U.S. within its first year.
But growth brought complexity. As Anthony put it: “Our biggest problem was we didn’t know where our leads were coming from or what our sales cycles really looked like. We couldn’t make investment decisions because we didn’t have the visibility.”
- In 2023, the team relied on an unfit CRM, plus manual Excel spreadsheets to track leads and sales performance.
- Sales cycles and lead sources were unclear, making it impossible to decide where to allocate budget: marketing, sales hires, or outbound?
- There was a recurring disconnect between the CEO’s forward-looking view of sales and the CFO’s accounting-driven metrics.
- Every board meeting required hours of manual data consolidation, slowing decision-making.
Our approach
At first, Anthony was hesitant. HubSpot already provided dashboards, and the team could always stitch together reports in Excel. Vasco seemed like a “nice to have” rather than a must.
But once the team realized Vasco could combine pipeline forecasts with costs, unit economics, and financial data in real time, it clicked.
elia implemented Vasco in early 2025, connecting directly to HubSpot. Key features quickly became part of their daily rhythm:
- Daily Digest: Anthony starts every morning by refreshing his inbox to see Vasco’s email summary of leads and pipeline progress.
- Forecasting tools: The team uses top-down and bottom-up planning features to set realistic revenue goals and align resources.
- Unit economics visibility: By blending HubSpot pipeline data with costs, elia now understands CAC, payback, and magic number by channel, geography, and customer type.
Vasco also gave both CEO and CFO a common source of truth: sales metrics for forward-looking decisions, while financial reporting remained anchored in accounting.
Just as importantly, Anthony knew he would be supported by Vasco’s revenue operations experts bringing best practices and customer success specialists to guide implementation, a factor that gave him confidence to move forward.
"Thanks to Vasco, I know my numbers by heart. I feel in control, and when my investors call, I have answers in two clicks." — Anthony Blais
The results
“If you’re scaling and want to know where your growth is really coming from, Vasco gives you clarity and control. For me, it’s part of my morning routine. I wouldn’t want to run elia without it.”
Decisions backed by data
Lead sources, conversion rates, and CAC are now tracked with precision, guiding where to invest in marketing and sales.
Board meeting prep time cut by 4–5x
Instead of waiting for month-end Excel reports, Anthony uses Vasco’s built-in board deck template to update investors.
A stronger leadership dynamic
Sales, marketing, finance, and leadership now work from the same numbers, reducing internal friction and aligning on growth targets.
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