Lative

Based in Dublin, Ireland, Lative was co-founded in 2022 by Werner Schmidt and Laura Tortosa Sancho. The company was established to address the founders' firsthand struggles with sales planning and performance measurement. Schmidt, the CEO, brings two decades of experience as a global operations and enablement leader at high-growth SaaS companies like Sage and Citrix. CPO Tortosa Sancho previously led sales operations at Sage and served as a senior consultant at Deloitte.

Lative has developed a cloud-based, AI-powered decision intelligence platform specifically for B2B revenue teams. The software aims to automate and streamline sales planning, performance, and efficiency processes. It operates in the business/productivity software market, serving clients ranging from small businesses to mid-market enterprises, with customers including EnterpriseDB, Oneflow, and Saleshood. The business model is subscription-based SaaS, with pricing tiered according to the size of the client's sales team.

The platform's core function is to connect top-down revenue targets with bottom-up operational data in real-time. It integrates with CRM, finance, and HR systems, including Salesforce and Snowflake, to create a single source of truth for performance metrics. Key features include tools for capacity planning, quota modeling, pipeline management, and return on investment (ROI) analysis. Lative allows users to run what-if scenarios to simulate the impact of strategic decisions and provides real-time visibility into sales productivity and profitability. This data-driven approach is designed to replace manual spreadsheet-based planning, enabling more accurate forecasting and optimized resource allocation.

The company has secured a total of $4.5 million in funding. A pre-seed round in early 2022 raised $1.5 million. This was followed by a $3 million seed round on January 18, 2024, led by Elkstone Ventures with participation from Enterprise Ireland, Handshake Ventures, WestWave Capital, and Future Five. This capital is intended to fund further platform development, including building out an insights and benchmarking module, and to support the company's go-to-market strategy.

Keywords: sales performance management, revenue operations, sales planning, decision intelligence, capacity planning, B2B software, SaaS, sales productivity, sales efficiency, revenue forecasting, quota management, ROI analysis, sales analytics, go-to-market strategy, salesforce integration, Werner Schmidt, Laura Tortosa Sancho, Elkstone Ventures, Enterprise Ireland, WestWave Capital