ColibriTD: Deploying the First CRM for a Quantum Deeptech to Sustainably Structure its Sales Function

Context

Objective

• Break free from reliance on ad hoc tools (spreadsheets, email threads) which become sources of error and hinder transmission.
• Model the reality of the deeptech sales cycle: use case qualification → PoC → contract, with specific quantum stages.
• Ensure real adoption by the teams, #1 risk = human, not technical.

Our approach: building the CRM around actual usage

The project was conducted in 4 steps with a guiding principle: model operational reality, not the other way around.

1. 01

   Commercial Model Framing

   Before opening any tool: formalize operational reality. Key stages of the sales cycle, variations by sector (finance ≠ defense), milestones that truly advance an opportunity, useful information to track. Output: a custom pipeline diagram faithful to ColibriTD's commercial mechanics, from use case qualification to contract, including specific quantum PoC stages.

2. 02

   Pipedrive Architecture and Configuration

   Organizations/contacts/opportunities structure, strategic custom fields (sector, target use case, involved partner, account's technical maturity, PoC status, estimated amount), roles & permissions, integrations (email, calendar). Key automations: auto activity creation, dormant opportunity alerts, deadline reminders, meeting note structuring. Principle: remove friction time for the sales rep.

3. 03

   Migration and Structuring of Existing Accounts

   Structured migration of the existing pipeline (accounts, active opportunities, history). Enrichment, deduplication, normalization. Decisive step: a CRM that starts with clean data inspires confidence and will be used. A CRM with a messy or incomplete repository is dead from day one.

4. 04

   Team Training and Adoption

   Training built around ColibriTD's commercial routines (qualification, stage transition, pipeline reviews, reporting), not generic Pipedrive training. Post-deployment support during the first few weeks to adjust based on real usage: unnecessary field to remove, automation to refine, reporting to enrich.

Results

• Unified and visible pipeline: real-time vision for management + sales reps on the status of opportunities at each stage.
• Preserved sales memory: every interaction tracked, seamless transfer of a file without loss or relationship breakdown.
• Onboarding foundation: new recruits find a structured environment in which to project themselves.
• Actionable steering base: conversion rate, velocity, projected value, performance by segment.
• First sales operations brick laid, a foundational asset for future bricks (enrichment, scoring, outbound automation).

“A successful CRM is not a tool that is installed: it is a tool that teams use. Uclic understood that the real issue was not Pipedrive, but our commercial operating model. They built the tool around it, not the other way around.”