Tom P.

I worked with a mid-size security company facing challenges with lumpy sales, long sales cycles, and inconsistent forecasting. I implemented a structured forecasting process by defining entry and exit criteria for sales stages, weighting each stage numerically, and introducing Clari as a forecasting tool. This approach improved forecasting accuracy, reducing variability to 5% by the end of the quarter and to 10% by the end of the second month, creating predictable revenue streams.

I helped a SaaS company in the DBaaS space optimize their pipeline. They lacked visibility into deal progression and had inconsistent sales processes across teams. I conducted a thorough pipeline analysis, implemented a standardized sales process, and introduced a cadence where sales, SDRs, channels, and marketing participated. This effort allowed the team to agree to reasonable pipeline targets along with providing down metric analysis to determine gaps and action plans.