How Greenly Quadrupled CRM Data Collection to Boost Sales Performance with Modjo

With Modjo, Greenly can now:

• Automatically fill in its CRM (Hubspot) for sales methodology fields BANT and MEDDICC
• Implement a scoring system for each sales opportunity and shorten the sales cycle by disqualifying less relevant opportunities earlier
• Ensure that information gathered on prospects and customers is effectively passed from team to team, guaranteeing a high-quality customer experience

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The Context

Greenly is a pioneering SaaS platform in corporate carbon accounting. Founded in 2019 and employing more than 200 people worldwide, it provides technology tools that allow its clients to easily calculate their carbon footprint, along with consulting support to help them reduce it.

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Standardizing Information Capture: A Crucial Challenge for Greenly’s Sales Efficiency

Greenly faced challenges in ensuring consistent sales execution, enabling managers to track opportunities, and facilitating smooth, complete handovers between Account Executives and Account Managers.

The main issues identified by Greenly:

• Highly uneven adoption of the MEDDICC framework among sales reps
• Varied and unstructured data entry methods (free text, lists, etc.)
• Very low completion rate of MEDDICC CRM fields (only 20%)

“We mainly wanted to standardize information capture so that it could be used by everyone in a consistent format. Some sales reps followed the process, others wrote paragraphs or bullet points. The information was never uniform.”
Côme Chatin, RevOps Manager, Greenly

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Automating CRM Entry: The Answer to Greenly’s Challenges

“For us, the only way to achieve these objectives was to leverage artificial intelligence.”
Côme Chatin, RevOps Manager, Greenly

Greenly turned to Modjo’s CRM Filling feature to automate the completion of its HubSpot fields.

At every interaction with a prospect, Modjo identifies, extracts, and fills in the CRM fields associated with MEDDICC—entering the data for the sales rep, who only needs to verify it.

“Honestly, it’s night and day. We had a completion rate of 20%, and today, 80% of MEDDICC is filled automatically thanks to Modjo.”
Côme Chatin, RevOps Manager, Greenly

The sales cycle can now be tracked precisely and reliably at every stage—without requiring any extra effort from the sales team.

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From Basic Qualification to Enriched Qualification with Modjo

Greenly quickly identified another use case for Modjo: in prospecting, the BANT method was applied, but only relied on 5 CRM fields, manually filled for each opportunity.

Côme sought to improve qualification accuracy with Modjo: today, 20 fields are automatically completed—without operational overload for the team.

“Before, sales reps spent 15 minutes manually filling the 5 BANT fields in the CRM. Today, we’ve been able to add 15 extra fields, while reducing and transforming that time into review time—they now spend 5 minutes reviewing and adjusting what Modjo has pre-filled in the 20 fields.”

Côme Chatin, RevOps Manager, Greenly

Using these 20 fields, Côme built a scoring model to quickly and accurately evaluate the relevance of each opportunity:

“This scoring is generated automatically, without effort or friction for the sales team, thanks to CRM Filling.”

Côme Chatin, RevOps Manager, Greenly

This allows the team to prioritize high-potential opportunities and disqualify low-value ones early in the process.

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If you also want to automate data capture throughout the sales cycle, contact your Account Manager or request a Modjo demo.

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