Case Study: Carbon Black achieves 95% forecast accuracy with Clari

Carbon Black Reaches 95% Forecast Accuracy on the Ramp to IPO

Carbon Black, a cloud-native endpoint security company, faced chaotic quarter-end reporting and poor visibility into deals as it prepared for an IPO. Scattered sales processes, inconsistent data and last-minute deal changes made revenue forecasting a quarterly scramble and undermined executive focus.

By rebuilding its sales playbook and adopting Clari across the revenue org, Carbon Black standardized deal tracking, instituted weekly forecast inspections, and prioritized high-risk or high-value opportunities. The result: 95% forecast accuracy (consistently within 5% of week‑2 projections), 100% adoption of the new methodology, a successful IPO, and continued 19% year‑over‑year revenue growth.

Carbon Black

Daniel Carpenter

SVP Revenue Excellence & Operations