Case Study: a global professional services company reduces sales forecast surprises by up to 9x with C3 AI CRM

a global professional services company cuts forecast error from 60% to 7% with C3.ai

The customer, a global professional services company with over $20 billion in annual revenue, faced significant challenges in managing its vast sales pipeline. This lack of visibility led to difficulty prioritizing opportunities, inefficient resource management, and an inaccurate sales forecast that was off by an average of 60%. To address this, they partnered with vendor C3.ai to implement the C3 AI CRM application.

C3.ai configured its CRM application to build machine learning models that forecast sales and scored each opportunity's likelihood of being won. The solution ingested five years of historical data and enriched it with nearly 200 exogenous data sources. The results were highly successful, achieving 93% sales forecast accuracy and reducing forecast error from 60% to 7%. This drove a potential revenue uplift of up to $30 million for the healthcare sector alone through improved win rates and additional pipeline.