Case Study: Quantive achieves more accurate forecasting and fewer sales surprises with Discern

Quantive Eliminates Sales Surprises

Quantive, a strategy execution technology company, faced significant challenges with unpredictable sales forecasting due to cultural differences across its global offices and limited reporting in Salesforce. This led to frequent end-of-quarter surprises for management. They turned to the vendor Discern and its Pipeline Analytics and Sales Forecasting products to gain greater CRM transparency and achieve a more objective forecast.

By implementing Discern, the Quantive team was able to accurately forecast bookings, identify at-risk opportunities, and pinpoint reps who needed targeted training. The solution provided by Discern allowed them to seamlessly run pipeline meetings and prioritize efforts on the most productive segments. The results were substantial, including a 100% month-over-month increase in new logo creation, a 26% decrease in sales cycle length, a 38% decrease in push-out rates, and the elimination of quarterly surprises.

Quantive

Ivan Osmak

Former Chief Executive Officer