Case Study: Richardson achieves deeper, faster sales-performance insights and 18X ROI with Marseli's Pipeline Insight

Deeper and faster insights into performance metrics

Richardson, a global sales training and performance-improvement firm, needed deeper and faster insights into its own sales performance to win more opportunities. Conversion metrics and quarterly reporting were especially time-consuming—taking several days to run—and the company lacked visibility into individual and team behaviors, pipeline progression, and where prospects stalled, limiting effective coaching and forecasting.

Marseli’s Pipeline Insight, a behavior-based sales analytics tool, automated reporting and provided fast, actionable views of pipeline and sales behaviors. The solution saved sales operations at least two man-days per month (about $1,000/month), avoided over $15,000 in custom Salesforce development, improved data integrity by 50%+, and delivered an 18x ROI within six months. Enhanced filtering, commitment tracking, and opportunity monitoring also improved forecasting and coaching to better execute Richardson’s sales strategy.

Richardson