Customers
What changes once the number is trusted
The pattern we hear most often is not that the forecast became more accurate overnight. It is that the arguments changed: less time spent agreeing what the number is, more time spent on the deals that move it.
We used to spend the first twenty minutes of every forecast call agreeing on what the number was. Now the number is already agreed and we spend that time on the deals that actually moved it. Our commit has landed inside the range every quarter since we switched.
Dana WhitfieldVP Revenue Operations, Arbor Logistics Software The part that changed how we plan was scenarios. When the board asks what happens if enterprise slips a quarter, I answer in the meeting with the assumptions on screen, instead of promising them a model by Friday and rebuilding a workbook all week.
Marcus EllingChief Financial Officer, Halden Systems Our team was finding out about downgrades during the renewal call. Usage and support signals now surface an account months ahead of the date, so the conversation happens while there is still something useful we can do about it.
Priya RaghunathanSenior Director of Customer Success, Northbeam Analytics
Ask them the questions you would ask us
Reference calls are part of every evaluation at the enterprise stage. Tell us the segment and motion closest to yours and we will introduce you to a team running it.