Case Study: RainFocus Achieves Record Growth with OpFocus and Salesforce Demand Unit Waterfall

RainFocus drives 135% CARR growth with OpFocus

RainFocus, an events marketing technology company, faced the challenge of scaling its business without any formal sales or marketing systems or processes. Their data was unstructured and resided in employees' heads, providing no insight into the sales pipeline and hindering their plans for controlled growth. They engaged the vendor OpFocus to help implement a new strategy and system.

OpFocus implemented a multi-phase solution using Salesforce, Pardot, and Terminus, centered around the Demand Unit Waterfall framework. This provided RainFocus with a scalable revenue machine, aligning marketing and sales and offering full funnel visibility. The measurable results were a 135% growth in Contracted Annual Recurring Revenue (CARR) for 2019 and a 140% net customer retention rate, enabling record-breaking and controlled growth.

RainFocus