Case Study: Intercom achieves faster sales planning with Lative

Intercom cuts sales planning from days to minutes with Lative

Intercom, a leading customer service platform, faced significant challenges with its manual sales planning process. As their go-to-market complexity grew, data was spread across multiple systems like Snowflake, Salesforce, and Google Sheets, leading to time-consuming consolidation and a high risk of errors. Last-minute changes were especially painful, requiring the team to essentially rebuild models from scratch and resulting in misalignment among stakeholders. To address this, they partnered with Lative, a sales planning and decision intelligence platform.

By implementing Lative, Intercom centralized its data into a single source of truth, enabling real-time scenario modeling and providing deep performance insights. The results were substantial: the team significantly accelerated its planning cycle, with tasks like seasonality adjustments that once took days now completed in minutes. This reduced manual data preparation, eliminated alignment meetings, and allowed sales leaders to access sophisticated metrics directly. Lative provided Intercom with faster quota setting, reduced meeting overhead, and improved cross-functional visibility.

Intercom