Case Study: Apperian achieves 20% pipeline growth and nearly 30% increase in average deal size with InsightSquared

Using Salesforce Data To Improve Forecasting And Increase Deal Size

Apperian, a pioneer in enterprise mobile application management, restructured its sales organization and found its forecasting and pipeline visibility limited by Salesforce reports. Sales leaders spent more than 20 hours a week building forecasts and tracking performance in Excel, lacked pipeline history and reliable data-driven forecasting, and needed to reclaim time to focus on go-to-market strategy and sales growth.

By connecting to InsightSquared, Apperian gained visual, real-time reporting in under 24 hours that automated forecasting and pipeline analysis (Sales Funnel, Smart Forecast, Opportunity Changes, Bookings Trends), improved Salesforce data quality, and boosted CRM adoption. Over six months they saw a 20% increase in pipeline, nearly a 30% rise in average deal size, ~30% higher rep activity, and more dependable, data-driven forecasts.

Apperian

Tyler Stone

Head of Field Operations