Case Study: Yahoo achieves accurate global forecasting and 13% increase in selling time with C9

How C9 helped Yahoo transform its forecasting process to create a well-disciplined sales organization with an improved capacity to achieve consistent revenue growth

Yahoo!, a global web services company with nearly 1,000 salespeople, faced unreliable, subjective forecasts driven by “shadow” Excel accounting and time-consuming data collection. Weekly debates over numbers left reps spending too much time on forecasting and executives without the accurate visibility needed to make confident decisions.

By rolling out C9 Pipeline and C9 Forecast across North America, Europe and Asia and integrating bookings with Salesforce, Yahoo used C9’s predictive “C9 score” and deal-risk signals to standardize forecasting. The result: global forecasts produced in hours, a 13% increase in selling time, average savings of 2 hours per rep and 4 hours per manager per week, higher tool adoption, reduced data gaming, and far more accurate, actionable forecasts.

Yahoo

Patrick O'Leary

Senior Director of Sales Operations and Strategy, Yahoo!