Case Study: Apptio achieves streamlined sales forecasting and improved financial accuracy with Xactly Forecasting

Apptio Energizes its Sales Team and Improves Financial Accuracy with Xactly Sales Forecasting

Apptio was struggling with fragmented, slow sales reporting—sales reps had to juggle Tableau, Salesforce and offline spreadsheets with infrequent refreshes, manually reconciling numbers and frustrating both reps and leadership. That lack of a single, collaborative view made forecasting unreliable, wasted reps’ time, hurt morale, and left executives without timely financial accuracy to inform decisions.

Implementing Xactly Forecasting gave Apptio a single source of truth and real-time visibility, plus rep-level templates and streamlined reporting. The result: faster, more accurate forecasts and commission processing, higher adoption and rep confidence, better manager coaching, and the ability to make plan changes quickly—while the company now moves to extend forecasting to out-quarter pipeline management.

Apptio

Robert Reid

VP, Global Sales Strategy and Operations