Maximize Revenue Potential While Saving the Rev Ops Team 25% of Its Time

Goal

Leafly sought a tech partner that could help it capture the sales and deal data needed to analyze product mix, pricing, and sell-through performance, while also enabling more accurate forecasting without overburdening the rev ops team.

Leafly, the largest cannabis publisher in the U.S., was facing growing pains. With a high volume of ad inventory, a complex product mix, and a growing ad ops team, Leafly struggled to identify real-time revenue opportunities.

The company sought a tech solution that could help automate the processes that overburdened its rev ops team and left it with little time for strategic analysis. Leafly aimed to create a more seamless flow of information, reduce manual processes, and enable more strategic forecasting, pricing, and sales.

Boostr puts all the information we need for forecasting into a single system, shaving at least 10 hours off my weekly work.”

Problem

Sales potential was severely impacted by manual processes of tracking sales data, entry errors, guesstimates, and lack of analysis.“I felt like I was essentially forecasting with a piece of paper and a pencil,” said Erica Garvey, Leafly’s Senior Financial Analyst. With so many different systems that tracked different types of data, it was extremely difficult to synthesize all of the information, she explained. That left little time for meaningful analysis.

With rev ops team members forced to rely on individual insights, experience, and best guesses, Leafly missed out on opportunities to leverage accurate data for decision-making and maximize revenue growth.

Strategy

Integrate Boostr into advertising and revenue operations to establish an accessible, single source of truth and free up time for analysis.

• Combine real-time data across sales and ad ops into a single, easy-to-use platform.
• Create a functional system that sellers use consistently so that revenue forecasts are based on real-time data.
• Establish dashboards and reports that facilitate analysis of sales performance and revenue and can be easily shared across teams and leadership.

Leafly adopted Boostr to standardize its process of tracking sales data and inventory, which are used to automate reports and forecasts. “Everything is now so much more automatic,”Garvey said.

Concerns about entry errors have been all but eliminated, and forecasting has been a breeze. “Now I have time to actually take that info, slice and dice it, and look at projecting out more longterm,” Garvey explained.

With a central platform to store information, scattered notes and Excel spreadsheets are a thing of the past. Teams across the company can access relevant and accurate reports with the latest data to inform their decisions.

From my perspective, we really couldn’t grow our company without Boostr.”

Results

Leafly maximizes revenue potential through robust forecasting, analysis, and reporting.

• The rev ops team has freed up time to analyze and recommend new pricing models and products based on underperforming and overperforming categories.
• Timely, relevant recommendations are given to sales to ensure that inventory is fully leveraged.
• Automated processes reduce the team’s time investments by 10 hours weekly.

”Without Boostr, we were generalizing what our revenue potential was by manually pulling it,” Garvey explained. “But Boostr puts all the information we need for forecasting into a single system. It’s shaving at least 10 hours off my weekly work.” With this saved time, Garvey and her staff are pouring more energy into high value work such as strategic analysis of forecasts to maximize revenue potential.

With Boostr, teams across Leafly have access to the same up-to date information, minimizing miscommunication, underselling, and overselling. With better communications, opportunities to sell more products at their highest value are realized, along with better margins and greater revenue. “So many revenue growth opportunities were largely out of sight from sales teams in the past,” Garvey explained.

With this collaborative framework, visibility, and automation in place, Leafly’s teams are directing energy to high-value tasks and supporting sustainable growth.

So many revenue growth opportunities were largely out of sight from sales teams in the past.”