Case Study: ABM Federal achieves predictable, accelerated revenue growth with Xactly Forecasting

ABM Federal Drives Digital Transformation with Xactly Forecasting

ABM Federal, an IT hardware, services, and security provider for federal agencies, is pursuing a $100M revenue goal over the next three years. Historically dependent on field reps, basic reporting and spreadsheets, the company needed to modernize after a turbulent 2020—shifting from a transactional sales approach to contract-driven, predictable revenue generation.

Implementing Xactly Forecasting let ABM Federal capture pipeline data across the sales cycle, streamline forecasting, and gain real-time visibility (improving transparency “1000 times”), which made sales meetings more efficient. The solution enabled data-backed predictions, strategic rep coaching toward the most financially viable deals, tighter Sales–Operations alignment, and faster, more accurate forecasts that support the company’s growth targets.

ABM Federal

Ron Alphin

Vice President of Sales Operations