Customer story · PaytientHow Paytient enables self-service analytics and speed to insights
Pedrum Khosravi runs a two-person RevOps team that reports for the whole company, from weekly pipeline reviews to monthly business reviews with the executive team. Paytient held product performance, revenue, and GTM reporting across disparate systems, but stitching the data together and standing up a new dashboard meant weeks to a month of engineering time his team did not have. With Coefficient, he deployed four new dashboards across all lines of business in three days and rolled them into that same week’s MBR.
We are augmenting Looker. We now have senior leaders asking for additional insights such as ‘pipeline by product mix versus by business line’ and I can make dashboard adjustments and show them the data 5 minutes later.
Paytient, a fintech company in healthcare payments, runs product performance, revenue, and GTM reporting across Looker, HubSpot, NetSuite, and Google Sheets through a two-person RevOps team using Coefficient Connectors and Dashboards.
- Industry
- Fintech, healthcare payments
- Role
- Senior Director of Revenue Operations
- Stack
- Looker, HubSpot, NetSuite, Google Sheets, Coefficient Connectors and Dashboards
- Team
- Two-person RevOps team
Before
- Reporting for the whole company ran through a team of two, from weekly pipeline reviews up to monthly business reviews with the executive team
- Product performance, revenue, and GTM data lived in Looker and HubSpot, but the last mile, turning it into a shareable dashboard, needed engineering skill the team didn’t have
- A new scorecard, or a change to an existing one, meant working with an engineer and waiting weeks to a month
After
- Coefficient connectors stitch Looker, HubSpot, NetSuite, and Google Sheets into one forecast dashboard per line of business
- Four new dashboards deployed across every line of business in three days, live in that same week’s MBR
- Business teams build and adjust their own dashboards, with executive requests turned around in about five minutes
“Rather than it taking weeks, you know, I was able to deploy four new dashboards with actual visuals, dashboards in which we haven’t had before, in a matter of three days. And we rolled it out in that same week into our MBR.”Pedrum Khosravi · Senior Director of Revenue Operations, Paytient
For anyone sizing up the same build
THE PROBLEM
Two people, reporting for the whole company
Pedrum runs a RevOps team of two. Between them, they serve the entire organization. The reporting cadence runs from weekly pipeline reviews with the sales team up through monthly business reviews with the executive team, and every one of those meetings needs current numbers on the screen.
Looker & HubSpot held the data, but the last mile needed an engineer
Paytient relies on Looker and HubSpot to house its vital product performance, revenue, and GTM data. The gap was the last mile: turning that data into a shareable dashboard a business team could actually build and change on its own. Looker could do it, but only with a level of engineering skill a two-person team does not have.
A new scorecard meant weeks to a month
Pedrum had rolled out a v1 set of scorecards at the start of the year. Modifying one, or standing up a dashboard for a new line of business or initiative, meant working with an engineer and waiting. For a team already carrying the company’s reporting, that was calendar time it could not spare.
“I have a team of two people. For us to do that, creating and standardizing new metrics and dashboards could take nearly a month while balancing our other priorities.Pedrum Khosravi · Senior Director of Revenue Operations, Paytient
THE BUILD
Pedrum started with the forecast. Coefficient’s connectors pull each source system into one place: HubSpot for the growth metrics, NetSuite for revenue and financials, Looker for product performance and adoption, and Google Sheets for planning and budget. From HubSpot alone he pulls six objects, deals, companies, contacts, leads, emails, and calls. The dashboard is built from that combined data, one forecast per line of business.
Each line of business forecasts differently. Existing business leans on product utilization and adoption metrics, which feed a stair-step pricing model, combined with the revenue already booked. New business leans on the deal pipeline. Pedrum stitches all of it into a single view per line, then builds the dashboard from there.
“Having to stitch all of those together into a single dashboard is as hard as you can imagine for each one of these business lines. Whereas now they’re just sources within the dashboard which I was able to plug in and build out within a day.Pedrum Khosravi · Senior Director of Revenue Operations, Paytient
WHAT CHANGED
Four new dashboards in three days
When it was time to refresh that v1 scorecard, Pedrum did not spend a month on it. He built four new dashboards, with visuals the team had never had before, for new and existing lines of business, and rolled them into that same week’s monthly business review.
Changes no longer wait for the next cycle either. When an executive wants to see the pipeline cut a different way, Pedrum makes the adjustment in the back end during the conversation.
“We now have senior leaders asking for additional insights such as, ‘it’d be great to understand pipeline by product mix versus by business line’. And we’re able to make dashboard adjustment in real-time and review it 5 minutes later.Pedrum Khosravi · Senior Director of Revenue Operations, Paytient
Business teams build their own
The pattern spread. What started as a single growth scorecard became four new dashboards, then five, then six. Finance built dashboards for credit risk and performance monitoring. Growth built a view of total addressable and serviceable market. RevOps’ role at Paytient shifted from building every report to enabling teams that understand their own data to build well-structured dashboards without him.
“It allows individuals to self-service in ways in which they’ve never been able to. As long as they have a good understanding of their data and the metrics, they can go and create their own dashboards that are well built.Pedrum Khosravi · Senior Director of Revenue Operations, Paytient
Pedrum has built ad hoc dashboards in AI tools like Claude, and Coefficient has a connector for that too. But for a recurring report the business relies on, those tools fall short: they are not shareable, they do not refresh on a schedule, and running one can cost more in tokens than just pulling the report. They also cannot be handed off. He recently gave one dashboard to a direct report to own and manage.
They trust the numbers
Trust came from method, not faith. Pedrum baselined every metric on the new dashboards against the v1 scorecard he had already built and reported from. He ran QA up front with fallback reports, and once the numbers held for the first couple of weeks, the checking dropped to about once a month.
“Any time a metric looks odd, or especially as I’m building them out, I’ll ask for the logic back of, hey, how did you calculate this? I’d love to be able to see what the true underlying metric is or calculation.Pedrum Khosravi · Senior Director of Revenue Operations, Paytient
- Data sources
- Looker, HubSpot, NetSuite, Google Sheets
- Surface
- Coefficient Connectors and Dashboards
- What runs on it
- Product performance, revenue, and GTM forecasting by line of business
- Who reads it
- Sales, finance, growth, and the executive team
- Built by
- A two-person RevOps team
- Replaced
- An engineer-dependent scorecard build process
“We have more volume of reporting related questions, but those are questions we want to be able to answer versus just building out additional dashboards. It takes us less time to do the same work, and then use that time to get better at answering the questions that are ultimately going to move the needle within our business.”Pedrum Khosravi · Senior Director of Revenue Operations, Paytient