Overview
VergeSense is a B2B SaaS company with a hardware component, helping enterprises better understand and optimize how physical spaces are used. As the business scaled, leadership needed a clearer, more reliable way to track core SaaS metrics—particularly ARR, retention, and churn—across a growing and increasingly complex customer base.
In its early stages, VergeSense relied on a customized spreadsheet owned by finance to report retention and ARR metrics. While effective at the time, the process was manual and refreshed only monthly, limiting visibility and slowing decision-making as the business grew.
By implementing Discern, VergeSense replaced that manual process with a flexible, purpose-built analytics platform that reflects its unique business logic. Today, Discern serves as VergeSense’s source of truth for retention and ARR metrics — enabling faster insights, cleaner data, and more confident conversations with executives and the board.
Discern has given us greater visibility and transparency into how we’re performing as a company. What used to be quarterly is now something we review weekly.
Duncan Roy
Director of Revenue Operations & Systems
The Challenge
Like many growing SaaS companies, VergeSense’s early reporting lived in spreadsheets. All ARR, churn, and retention metrics were managed in a single file owned by finance. The spreadsheet pulled Salesforce data into multiple tabs and relied on complex formulas, manual overrides, and custom logic to produce quarterly results.
Over time, this approach became difficult to scale. Reporting flexibility was limited, and metrics were typically reviewed only after the quarter closed, leaving little time to act on emerging trends.
The challenge intensified as VergeSense’s board began asking for deeper analysis: metrics segmented by cohort, product, and customer segment. Each new request required additional manual work, turning monthly and quarterly refreshes into an unsustainable process.
Compounding the issue, VergeSense’s multi-layered Salesforce data model introduced additional complexity, making it difficult to generate a unified, accurate view of ARR and retention without significant manual reconciliation.
The biggest reason we chose Discern was customization. We were able to match our historical data and business logic really closely, something we hadn’t been able to do before.
Duncan Roy
Director of Revenue Operations & Systems
The Solution
VergeSense selected Discern to replace spreadsheets with a flexible, purpose-built revenue analytics platform that could adapt to its unique data structure and business logic.
A key factor in the decision was Discern’s ability to customize metric definitions and calculations to closely match VergeSense’s historical reporting. Previous attempts to implement other tools had stalled due to the company’s complex logic, reinforcing skepticism that any platform could replace the spreadsheet.
Discern proved otherwise.
Working closely with VergeSense, the Discern team mapped Salesforce data into a unified ARR and retention framework. This allowed VergeSense to accurately track renewals, expansions, and churn—while preserving the nuances of how the business actually operates.
Business Impact
With Discern in place, VergeSense has transformed how it understands and communicates business performance.
Key outcomes include:
- Real-time visibility: Metrics that were previously reviewed monthly are now accessible on demand, allowing teams to track performance weekly and respond faster to change.
- Flexible segmentation: Leadership can instantly analyze metrics by time period, customer segment, cohort, or product, without refreshing spreadsheets or rebuilding reports.
- Improved data quality: Discern highlights inconsistencies and gaps in Salesforce data, improving overall data quality and confidence in reported metrics.
- Faster board preparation: Board reporting that once took days or even weeks to assemble is now pulled directly from Discern, with clear definitions and transparent logic.
- A single source of truth: Finance, RevOps, and Customer Success operate from the same consistent metrics, shifting conversations away from reconciling numbers and toward business strategy.
What used to take days or a full week to pull together now takes minutes. We’re spending less time validating numbers and more time talking about what they mean.
Duncan Roy
Director of Revenue Operations & Systems
About VergeSense
VergeSense is the leader in workplace occupancy intelligence and predictive planning. Powered by a Large Spatial Model—trained on more than 200 million square feet of real-world workplace data—VergeSense empowers companies with the most accurate occupancy insights and AI-enabled recommendations to optimize spaces, reduce costs, ensure sustainability, and improve employee experience.
To learn more about VergeSense, visit https://www.vergesense.com/
