Case Study: US Enterprise Software Company doubles touched accounts and new-logo pipeline, driving $30M growth with Cien

US Enterprise Software Company - Customer Case Study

US Enterprise Software Company, a seller with 100 AE (hunter) reps and a Serviceable Available Market (SAM) of 200,000 prospective accounts, faced a segmentation and SAM problem: only 50,000 accounts were being touched, many high‑potential accounts were neglected, and reps prioritized existing business while calling the accounts “bad.” To address this, the company engaged Cien and used Cien’s TrueAI GTM Suite to re-evaluate account prioritization and outreach.

Cien deduplicated and improved account data, ran a prospecting propensity model to assign lead-scoring buckets, surfaced quality scores in Salesforce, and tracked touch rates and time per account weekly. The results: touched accounts doubled to 100k, new pipeline opportunities doubled (3k → 6k), total new‑logo pipeline doubled ($152M → $295M), expected new‑logo pipeline value rose $23M → $54M (135% increase), average win probability improved 15% → 18%, and company revenue grew from $450M to $602M (+$150M, 33% growth) — with Cien’s work contributing roughly $30M (20%) of that growth.