Case Study: Websense achieves more accurate sales forecasts and saves 80 man-hours with C9 Active Pipeline

Websense Boosts Forecast Accuracy with C9 Active Pipeline

Websense, a San Diego–headquartered leader in web, data and email security with more than $332M in 2010 revenue, faced limited pipeline visibility and unreliable forecasts. Salesforce alone didn’t provide the drill‑downs or velocity and close‑rate insights needed, forcing time‑consuming manual rollups and hindering product‑level forecasting and supply/cost planning.

Websense implemented C9 Active Pipeline, which takes daily snapshots of all Salesforce data, imports back‑office metrics, and provides an easy UI and Watchlist for deal‑level analysis. The solution delivered faster, more accurate forecasts, clearer visibility into top opportunities and saved the company roughly 80 man‑hours on forecasting and administrative tasks, freeing sales teams to focus on closing deals.

Websense

Jake Hofwegen

Vice President, Global Sales Strategy & Operations