Case Study: Fortinet achieves 97% forecast accuracy with Clari

How Fortinet Achieved 97% Forecast Accuracy with an Advanced Revenue Process

Fortinet, a Sunnyvale–based cybersecurity leader serving more than 500,000 customers and generating roughly $2.95B (FY2020), needed to improve sales efficiency and forecasting as a large, complex public company. Leaders sought a single, aligned revenue process across sales, marketing, and customer success to connect disparate data sources, gain buyer insights, and get earlier visibility into quarter‑end risk.

Fortinet partnered with Clari to standardize data and platforms, apply the RevOps Maturity Model, and layer AI-driven analytics onto its forecasting process. The program centralized KPIs, improved enablement and coaching, and drove cross‑functional alignment—resulting in dramatically more predictable outcomes, with forecast accuracy improving to as high as 97%, earlier risk detection, and better capacity planning and resource allocation.

Fortinet

Enzo Fullone

Director of Sales Operations