Overview
With tens of thousands of deals and accounts to manage, Lansweeper spent a significant amount of time manually analyzing CRM data. By visualizing key information and making it easy to derive actionable conclusions, Discern has enabled Lansweeper to increase time spent on revenue-generating activities by as much as 30%.
Additionally, Discern has enabled Lansweeper to:
- Equip sales managers with context needed to effectively coach reps and progress deals.
- Quickly identify and resolve data quality issues and misclassified deals, painting a more realistic picture of pipeline coverage and health.
- Consolidate forecasting efforts in a single platform and increase forecasting accuracy with both a bottoms-up and top-down AI forecast.
- Gain deeper insights into company performance by accessing 200+ out of the box KPIs and automated retrospective insights.
- Streamline board decks with automated retrospectives that summarize past performance and can inform future strategies.
My goal has been to get out of spreadsheets as much as possible, and transition from being an operational CRO to a sales-driven CRO. That’s exactly what Discern has allowed me to do.
David Frignoca
CRO
The Challenge
Lansweeper, like many growing SaaS companies, faced significant challenges managing and interpreting massive amounts of data in Salesforce. Limited analytics capabilities in Salesforce had Lansweeper’s CRO manually extracting and analyzing data on a daily basis in Excel.
The lack of real-time insights and the laborious nature of data handling made it difficult to make informed business decisions and understand the nuances of pipeline trends and opportunity health. Moreover, the operational overhead created by these manual processes significantly affected the efficiency of the entire sales organization.
The Solution
By implementing Discern, Lansweeper improved their sales processes and efficiency. By automating data extraction and analysis, Discern allowed Lansweeper’s CRO to drastically reduce time spent on manual reporting and analysis. This newfound efficiency freed up 20-30% of his time, which could then be spent on improving revenue performance.
Furthermore, Discern’s advanced visualization and reporting capabilities are enabling Lansweeper to quickly identify opportunity risks and pipeline trends. As a result, Lansweeper is able to execute a data-driven sales strategy.
A Note on Forecast Accuracy
Discern’s AI forecast has provided Lansweeper with an accurate, objective look into future performance. In Q2 2024, Discern’s forecast was 99.4% accurate by week 4 of the quarter.
About Lansweeper
Lansweeper’s IT Inventory Platform provides the means to achieve complete visibility into your IT, centralized into one solution, helping you gain an in-depth understanding of your entire IT estate.
