Today, I sat down with Dan Brayton, Senior Director of Operations at Iterable, a company whose growth marketing platform enables brands to create, execute and optimize campaigns across many platforms with unparalleled data flexibility. He shared one of the many use cases that their team is utilizing BoostUp. Today’s focus – Forecasting. Let’s dive in.
Before Implementing BoostUp
Brandon, BoostUp: How were you putting together your forecasting reports before getting engaged with BoostUp?
Dan, Iterable: We were doing what many other companies do before deciding to look at a company like BoostUp. We had Salesforce pumping data into spreadsheets through a G-Connector. All the updates were happening through Salesforce, in terms of manually flipping things to the forecast category.
It was painful and a very subjective process, requiring a lot of manual effort. We also spend a lot of time (operations, sales reps, and sales managers) looking at our opportunities and deals and trying to understand where they were in the process and how many we thought would close that month. We looked at deals, trying to understand how many were single-threaded versus multi-threaded, how engaged we were within the opportunities, and where our confidence level was that they would close on time.
Brandon, BoostUp: It seems like you had a process in place, but it was time-intensive and didn’t yield the results you were looking for – is that correct?
Dan, Iterable: Yea, it was fuzzy, at best. We tried hard and spent a lot of time getting our forecasting as accurate as possible without any insights into risk or engagement. We had no way of knowing the sentiment of the conversations we were having. We did not have a line of sight into the current quarter forecast, next quarter forecast, where the pipeline was for current and future months, our coverage ratios, or anything like that. We ended up spending a lot of time reading through everything in Salesforce, meeting as a team, but in the end, the process was not ideal.
After Implementing BoostUp
Brandon, BoostUp: So why BoostUp?
Dan, Iterable: The transparency that BoostUp has given us is unparalleled for forecasting tools. We evaluated other vendors, but we felt there was still a black box for engagement, forecast risk, and the overall health of our deals. BoostUp has everything that the other vendors had. Additionally, BoostUp gives us insight into deal health, deal risk, and deal momentum to help us better, more accurately, predictably, and confidently forecast. With BoostUp, we can dive into all activity data right from BoostUp, whereas with other vendors, you have to navigate back into Salesforce.
BoostUp has given all of use a higher level of transparency. That allows everyone from our CFO to our front-line manager to review deal risk, coach sales reps more effectively, and identify which deals should show up in our forecasts.
*Sample demo data for visual representation only.
Brandon, BoostUp: How many people us BoostUp today?
Dan, Iterable: We have roughly 70-75 users in BoostUp today, and over 90% of those are active, highly engaged users. We all use BoostUp to run our business. Having everyone is BoostUp, syncing all the activity data, and get those highly accurate engagement and risk scores is vital as we think of forecasting confidence and accuracy. We need that transparency to forecast accurately.
Brandon, BoostUp: It great to hear that BoostUp is such an integral part of the sales process.
Dan, Iterable: Our sales reps and managers use it for their 1:1s, for their team meetings, they leverage it for their QBRs, and we run our forecast calls through BoostUp. Today, we use BoostUp for forecasting, deal and activity management, pipeline hygiene, and long-term pipeline and forecast management. I can confidently say, we are significantly more accurate in our forecast prediction than we were before BoostUp, to be precise more than 25% more accurate. That and we are not spending near the time and effort as we were before.
Brandon, BoostUp: Dan, it was a pleasure speaking with you today.
Dan, Iterable: Likewise, our collective team is thrilled with our purchase decision, and we continue to look at ways BoostUp can help us transform our sales process.
BoostUp is the most accurate and complete sales intelligence platform on the market today. We have designed BoostUp to provide sales and operations professionals complete visibility into all sales activity, including information typically trapped in emails, calls, calendars, and other sales tools. We bring that information to light, helping companies achieve forecast accuracy, shorter sales cycle, higher win rates, greater pipeline strength, and increases sales rep productivity.