Overview
As Assignar scaled, its leadership team needed a reliable way to understand revenue performance, pipeline health, and go-to-market execution across the business. Core reporting lived across Salesforce, Excel spreadsheets, and ad hoc analyses, making it difficult to answer basic questions about ARR, forecasting, and performance with confidence.
When Lauren, Assignar’s COO and former VP of Finance, assumed responsibility for finance, sales, marketing, customer success, and revenue operations, the lack of a centralized reporting system quickly became a critical issue. Each team relied on its own Salesforce reports and spreadsheets, often producing different numbers and requiring manual reconciliation, especially when preparing board materials.
By implementing Discern, Assignar unified go-to-market and finance reporting into a single source of truth. Leadership now has a consistent, trusted view of ARR, pipeline, forecasting, and operational KPIs, enabling faster decisions, better alignment, and board-ready reporting without the manual effort.
Everything I need to make decisions is in one place, and everyone supporting me is looking at the same source of truth.
Lauren Fox
COO
The Challenge
Before Discern, Assignar relied heavily on Salesforce and Excel to manage core business reporting.
ARR tracking was one of the biggest challenges. Each month, activity data was exported from Salesforce into Excel and manually reconciled to understand ARR by customer and by region.
Additionally, forecasting lacked structure. Sales forecasts lived in Slack conversations and ad hoc meetings, with no formal cadence or shared definitions. As a result, leadership had limited visibility into quarter-to-date performance or how individual deals were trending against targets.
Board reporting compounded the problem. Different teams used different Salesforce reports with slightly different filters and logic, making alignment difficult and increasing the time required to validate numbers before every board meeting.
Assignar needed a way to:
– Centralize ARR, sales, and operational KPIs
– Introduce a formal, repeatable forecasting process
– Ensure leadership and board reporting reflected the same data
-Reduce manual effort across finance and revenue operations
Discern laid things out beautifully – not just ARR roll-forwards, but my entire SaaS dashboard. That dashboard is the foundation for our board reporting.
Lauren Fox
COO
The Solution
Although Assignar was not actively evaluating analytics platforms, Discern quickly emerged as the right solution once its impact became clear.
Assignar’s leadership team saw how the platform could replace spreadsheet-based workflows and fragmented Salesforce reporting with a single, unified system.
Using Discern, Assignar built a comprehensive SaaS dashboard that includes ARR roll-forwards, average deal size, conversion metrics, growth efficiency, and cash and liquidity information. That dashboard became the first tab in Lauren’s financial model and the foundation for executive and board reporting.
Lauren now checks this dashboard daily to review quarter-to-date and month-to-date performance, pipeline creation, and emerging trends – without pulling reports or reconciling spreadsheets.
Business Impact
With Discern in place, Assignar transformed how leadership teams access, align around, and trust their data.
- Single Source of Truth: Finance, sales, and customer success now operate from the same, trusted metrics.
- Stronger Alignment: Forecasting, pipeline reviews, retention analysis, and board reporting reference consistent definitions and live data.
- More Efficient Reporting: Board materials are faster to produce and more polished, often using Discern screenshots directly.
- Better Decision-Making: Leaders spend less time reconciling numbers and more time acting on insights.
With Salesforce, everyone ends up with their own custom report and different numbers. With Discern, I know the data is accurate, and everyone knows where it’s coming from.
Lauren Fox
COO
Built-In Best Practices
Lauren explained that one of the most valuable aspects of Discern was not just centralizing data, but providing a clear framework for what leadership should actually be reviewing.
Rather than starting from a blank slate, Discern comes with well-defined metrics, dashboards, and views that reflect best practices across go-to-market and finance. This gave Assignar confidence that core KPIs were being calculated correctly and reviewed in the right context.
While Lauren had built her own Excel-based SaaS dashboard over time, she saw Discern as a powerful accelerator for other leaders starting from scratch, especially those earlier in their careers or stepping into broader responsibilities for the first time.
For smaller or less sophisticated teams, Discern shows you what you should be tracking and calculates it the right way out of the box.
Lauren Fox
COO
By surfacing the right metrics by default, Discern helps leaders focus less on building reporting infrastructure and more on interpreting results and making decisions. It also creates a shared language across teams, reinforcing alignment and data hygiene from day one.
For new or first-time GTM, finance, or revenue operation leaders, Discern provides a clear starting point, eliminating guesswork and accelerating time to impact.
About Assignar
Assignar is a cloud based compliance, asset and workforce management platform for highly regulated industries. Developed from first hand experience and the need to solve the challenges within a fast growing construction service provider, Assignar rapidly gained interest from stakeholders in other highly regulated industries. Assignar delivers its customers increased efficiency, transparency and significant management cost savings.
