Case Study: Global Enterprise Software Company achieves real-time sales forecasting and marketing pipeline visibility with TIBCO Software (Spotfire)

Global Service Organization Transforms Sales Performance and Demand Generation Effectiveness with TIBCO Spotfire

A $1 billion global service provider with direct sales and marketing presence in 60 countries (supporting a 250-person sales force and 50+ partners) ran hundreds of demand-generation programs each quarter but could not reliably measure marketing‑sourced leads or manage the sales pipeline. Manual Excel pivoting and a slow Cognos rollout left marketing and sales without a timely, trusted view of campaign impact, forecasting or rep performance.

The company deployed TIBCO Spotfire to nearly 100 marketing and sales users, creating interactive dashboards and templates that analyze Salesforce.com data, drill into region/product/vertical metrics, track lead quality and automate executive reporting. The outcome was a single trusted data view, faster actionable insights (days instead of months), improved forecasting and compensation accuracy, a more qualified pipeline, measurable marketing ROI and significant time savings for the organization.