Revamping Revenue: How Smart Forecasting Enhanced Data Quality to Boost Legal Deal Closures

Xactly, a leading intelligent revenue software provider, helped a leading legal discovery and consulting company solve its significant sales data hygiene and reporting challenges. By implementing Xactly's pipeline and sales forecasting solution, Xactly Forecasting, the company gained accurate, easily accessible pipeline data that increased deal closes and opportunity forecasting. Read on to learn how.

The Challenge

After acquiring a global company, the company needed help integrating and consolidating its systems. They needed to have a standardized process and workflow with multi-structured data, with the ability to gather metrics they could use to gauge incoming billings. The company originally turned to Excel, resulting in a lack of validity, transparency, and context for the Sales teams and leadership.

The Solution

After incorporating Xactly Forecasting into its compensation management systems, the company improved its data hygiene with no missing data, achieving the ideal state of sales forecasting and pipeline accuracy. Xactly provided insight into sales forecasting metrics other companies couldn't, increasing analytics and opportunity scoring. The company was able to see a consolidated view of critical pipeline data, enabling them to gain access to actionable revenue metrics in record time.

Xactly Forecasting offers the following key benefits:

• Accurate real-time reporting: Switch from "napkin math" to daily, weekly, and monthly tracking that provides reports of growth and sales progress.
• Rolled-out opportunity forecasting: Improves pipeline visibility and accuracy, revenue predictability, and overall sales execution to increase deal closes, renewals, and expansion.
• Improved customer relations: Better understand at-risk customers for renewals, improve customer satisfaction, and enhance relationships across GTM teams.

• Forecasting