Overview
The CEO of rapidly growing technology company, Quantive (formerly known as Gtmhub), was tired of too many surprises surfacing at the end of each quarter. The Quantive team turned to Discern to provide greater CRM transparency and forecasting accuracy.
With Discern, the Quantive team is now able to:
- Accurately forecast bookings and identify opportunities at risk of being lost or pushed to future quarters.
- Pinpoint which reps have poor sales behavior or unrealistic expectations and focus training conversations as needed
- Prioritize sales and marketing efforts on the segments with the shortest sales cycle and that tend to be the best customers
- Seamlessly run pipeline and forecasting meetings entirely from Discern
I start every day by making a cup of coffee and opening Discern to see what has changed since yesterday. This ability to be proactive and agile is a game changer for me.
Ivan Osmak
Former CEO
The Challenge
As a global organization, cultural differences prevented Quantive from achieving an objective forecast since some countries tend to be more optimistic or pessimistic than others regarding close date and opportunity amount.
Limited reporting in Salesforce made it difficult to identify which reps and offices were responsible for these forecasting inaccuracies. As a result, surprises would often occur, causing the Quantive management team to worry about potential unknowns.
Key Results
100%
new logo creation MoM
26%
decrease in sales cycle length
38%
decrease in push-out rates
No Surprises
at the end of every quarter
About Quantive
Quantive (formerly known as Gtmhub) is a strategy execution technology company focused on OKR methodology and KPIs. With 400 global team members, Quantive serves early stage startups to Fortune 500 companies.
