Tesorio

The problem

Tesorio has been helping B2B companies get paid faster for over a decade. From the moment a deal closes to the moment cash hits the bank, they manage it: invoicing, collections, and cash reconciliation back into the ERP. Their customers include Gitlab, SecurityScorecard, and Seismic.

By the time they started looking at Clarify, the product was strong and the customer base was growing. The CRM was the problem.

Salesforce had been the system of record for years, but as the team evolved, the instance had quietly become a liability. Configurations layered on top of outdated customizations. A dedicated RevOps resource spending hours each week manually deleting data just to avoid surprise storage invoices. Nobody left who knew why half the automations were built the way they were.

"After 10 years, a lot of our data was stale and the process to purge it was mind-numbing & time consuming. With GTM & Marketing tools constantly feeding data into SFDC, we were in a constant battle just to stay under our limits - and Salesforce was quick to send invoices if we went over instead of offering a real solution. Getting nickel and dimed on data storage by a CRM, especially one at that price point, was just frustrating."

— Nate Manchester, Head of Sales

The invoices were a symptom, not the disease. What Tesorio wanted was a partner who would help them use their CRM better. What they got was billing notices.

Andres Garcia Romero, their ABM and performance marketing lead, felt it from a different angle. The data was there — years of it — but acting on it required SQL, custom builds, or a Salesforce architect. "We were not using the data inside Salesforce the way we wanted it to be used," he said. "It was really hard to access."

After evaluating Attio and a couple of other CRMs, they landed on Clarify.

The solution

Tesorio's full migration — a 10-year-old Salesforce instance, thousands of records, active deals mid-cycle, and a CS team with automations that couldn't break — was completed in under a month. Every issue got resolved in real time. That set the tone for everything that followed.

AI that fit the way they already worked

Clarify didn't require a separate AI initiative. The intelligence was already woven into how the product works. AI fields automatically scored inbound leads, tiered accounts by ICP fit, and summarized deal context for handoffs to the customer success team — no manual assembly, no configuration project.

They'd been paying for a separate ICP-scoring tool called Keyplay. They rebuilt the same capability natively in Clarify and canceled the subscription.

"We were leaning into AI across the org and from a sales perspective my eyes opened to AI just from our partnership with you Clarify — which translated to my own go-to-market process. Everything has AI at the cornerstone of it now."

— Nate Manchester, Head of Sales

The follow-up email problem, solved

With 15–20 meetings a week, post-call recaps had been one of Nate's biggest time sinks. Previous attempts to automate them — including Salesforce-era tools — produced drafts he'd end up rewriting anyway.

"A solid follow-up email just natively flowed into my process without me really having to do anything. When you're on four or five different calls in a day, that saves so much time. It made the sales process drastically more efficient — because you need to do recap emails as a sales rep. That's crucial."

— Nate Manchester, Head of Sales

A CRM the whole revenue team actually uses

Sales, customer success, and marketing all moved into Clarify. The old handoff problem — figuring out who the champion was, who the economic buyer was, who was the influencer — is now handled automatically at close. CS picks up every new account with full context already populated using AI Fields.

Andres uses it as the intelligence layer for his targeting: account scoring, contact fit, pipeline reporting — all accessible in plain language rather than SQL.

Outcomes

One of the best Q1 in company history

Tesorio exceeded their net new logo pipeline goal by 34% and closed some of their strongest logos in Q1 — the same quarter they migrated to Clarify.

~5 hours saved per deal, minimum

Between follow-up emails, call prep, deck and order form creation, Nate estimates Clarify saves at least five hours of work per deal.

Three tools replaced

Tesorio’s ICP scoring tool is gone — replaced by Clarify AI fields. Existing call recordings were imported and now handled by Clarify. They are moving outbound into Clarify. Andres estimates over $50,000 per year in eliminated spend, with more to come.

Live in under a month

A full migration from a decade-old Salesforce instance, completed in 30 days — despite real complexity.

Why Clarify worked where Salesforce didn't

Nate came from an ERP background. His anxiety going into the migration was real — data complexity, active deals mid-cycle, the risk of dropping context at the worst possible moment. What surprised him wasn't that Clarify could do more. It was that they treated the relationship differently.

Direct Slack access to engineers. Product feedback logged immediately. The implementation team blocking calendar time on go-live day to handle issues in real time. Patrick Thompson personally responding to UX notes with: "Please don't stop — this is how we make a great product experience."

For Andres, that support is the differentiator that matters most in a world where the underlying technology is converging.

"The tech is there. But the support — helping us achieve our goals — that's a partnership. That's not something you get from an enterprise software vendor."

— Andres Garcia Romero, ABM Lead

And the benefit nobody anticipated: running inside an AI-native CRM reshaped how Tesorio thinks about its own product. They build AI-native financial operations tools. Living in Clarify gave them a sharper model for what "native AI" actually looks like in practice.

"Being a Clarify customer opened our eyes to what a truly AI-native platform unlocks. That's a perspective we genuinely underappreciated going in."

— Nate Manchester, Head of Sales