Case Study: Tebra achieves 5% higher win rates and accurate forecasting with InsightSquared

Using InsightSquared to Forecast Better, Measure Conversion Rates and Grow Sales

Kareo, a cloud-based medical software company offering EHR and Practice Management tools, launched a Revenue Cycle Management service and an iPad EHR app in 2013 and needed to quickly grow those offerings while sustaining PM momentum. As the sales team expanded, Kareo lacked pipeline visibility, historical forecasting, and stage conversion tracking—leads piled up in Salesforce without being converted to opportunities, and sales and marketing were misaligned.

By adopting InsightSquared, Kareo automated conversion-rate tracking, used historical data for accurate forecasting, and began daily reporting to the sales team and board without Excel. The changes improved Salesforce usage, aligned sales and marketing, made rep performance and pipeline health transparent, and yielded about a 5% improvement in win rates across sales teams.

Tebra

Rick Palmer

Sales Operations Manager