Paebbl: Streamlining Sales for a Fast-Growing Climate Tech Startup Wellbeing

Overview

Paebbl is a climate technology company transforming captured CO2 into carbon-negative building materials. Founded in 2021 and based in Stockholm, they've raised over €22m and are working with major construction partners to decarbonise the built environment. With growing commercial traction and an expanding sales operation, they needed their CRM to keep up with the speed of the business.

Challenge

As Paebbl moved from R&D into active commercialisation, the sales pipeline had grown organically without a defined structure. Deals were being tracked inconsistently, handoffs between team members lacked clarity, and there was no reliable way to forecast revenue or measure pipeline health. The team was spending too much time on admin and not enough time selling.

Strategy

We ran a focused pipeline efficiency project, starting with a review of how deals were actually progressing versus how the CRM said they were. From there, we redesigned the deal stages to reflect Paebbl's real sales cycle, introduced required fields at key milestones, built automation to reduce manual data entry, and created dashboards that gave leadership a clear picture of pipeline velocity and conversion rates.

Results

Paebbl now operates with a sales pipeline that mirrors how their team actually sells. Reps spend less time updating the CRM and more time in conversations. Leadership has real-time visibility into deal progression and forecasting accuracy has improved significantly. The pipeline is built to scale alongside the business as commercial partnerships continue to grow.