Case Study: Clio Restarts Sales Growth with Predictable Revenue

How Clio Restructured Their Sales Team In 3 Months and Re-ignited Growth

Clio, a fast-growing legal technology company based in Vancouver, used Predictable Revenue’s sales specialization framework to address major growth pains after expanding from three to 18 generalized reps. The team was stepping on each other’s toes, competing internally for the same deals, and lacked a structured sales system as inbound, outbound, and account management responsibilities all sat with the same reps.

Predictable Revenue helped Clio reorganize its sales force into three specialized teams: six prospectors, six closers, and a six-person engagement team handling inbound leads and smaller deals. To support the transition, Clio simplified compensation, temporarily overpaid reps with a fixed bonus while recalibrating quotas, and introduced a territory-based model that created a more collaborative environment. The result was a more aligned sales organization that reduced conflict, improved teamwork, and restarted sales growth.

Clio

Jack Newton

Chief Executive Officer