Case Studies Found Money: Brainshark Improves Forecast Close Rates with C9 Active Pipeline

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	Found Money: Brainshark Improves Forecast Close Rates with C9 Active Pipeline

Found Money: Brainshark Improves Forecast Close Rates with C9 Active Pipeline

Technology Category	Analytics & Modeling - Predictive Analytics Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Industries	Software
Applicable Functions	Business Operation Sales & Marketing
Services	Software Design & Engineering Services System Integration
Challenge	Brainshark, a leader in on-demand presentation solutions, faced significant challenges in pipeline management and forecasting due to the complexity of their sales model. The company employed multiple teams and opportunity types, making it difficult to gain meaningful visibility from their CRM system. This lack of visibility resulted in frustration and inefficiencies, as sales operations had to manually map changes across various sales stages. Additionally, as a SaaS provider, Brainshark needed to keep sales and marketing costs low while building scalable process efficiencies. The company had to decide whether to build a custom sales analytics solution or buy an existing SaaS solution to address these challenges. Read More
About Customer	Brainshark is a leading provider of on-demand presentation solutions for enterprises of all sizes. Based in Waltham, MA, the company has a strong track record of sales growth and customer acquisition in a highly competitive environment. Brainshark's solutions help businesses create, share, and track online and mobile video presentations, making it easier for sales teams to engage with prospects and customers. The company employs a nimble sales strategy that involves multiple teams and opportunity types, allowing them to quickly move deals through the sales cycle. Brainshark's customer-facing SaaS strategy aims to provide a unified technology architecture to support sales, marketing, services, and training efforts. Read More
Solution	To address their pipeline management and forecasting challenges, Brainshark chose to implement C9 Active Pipeline, a SaaS-based sales analytics solution. After evaluating two SaaS-based analytics solutions, Brainshark selected C9 because it provided nightly snapshots of all their data, including custom objects and fields, and delivered immediately relevant pipeline information to sales leadership. The solution was tightly integrated with Salesforce CRM, fitting seamlessly into Brainshark's existing SaaS architecture. C9 Active Pipeline offered features such as point-and-click access to answers, powerful filtering capabilities, meaningful charts and graphs, and easy data export for distribution. This allowed sales leaders to quickly identify changes in the pipeline, including deals at risk and new opportunities, enabling them to focus on the most critical deals and improve forecast accuracy. Read More Log in to view content
Contents

Technology Category

Analytics & Modeling - Predictive Analytics

Functional Applications - Enterprise Resource Planning Systems (ERP)

Applicable Industries

Software

Applicable Functions

Business Operation

Sales & Marketing

Services

Software Design & Engineering Services

System Integration

Challenge

Brainshark, a leader in on-demand presentation solutions, faced significant challenges in pipeline management and forecasting due to the complexity of their sales model. The company employed multiple teams and opportunity types, making it difficult to gain meaningful visibility from their CRM system. This lack of visibility resulted in frustration and inefficiencies, as sales operations had to manually map changes across various sales stages. Additionally, as a SaaS provider, Brainshark needed to keep sales and marketing costs low while building scalable process efficiencies. The company had to decide whether to build a custom sales analytics solution or buy an existing SaaS solution to address these challenges.

About Customer

Brainshark is a leading provider of on-demand presentation solutions for enterprises of all sizes. Based in Waltham, MA, the company has a strong track record of sales growth and customer acquisition in a highly competitive environment. Brainshark's solutions help businesses create, share, and track online and mobile video presentations, making it easier for sales teams to engage with prospects and customers. The company employs a nimble sales strategy that involves multiple teams and opportunity types, allowing them to quickly move deals through the sales cycle. Brainshark's customer-facing SaaS strategy aims to provide a unified technology architecture to support sales, marketing, services, and training efforts.

Solution

To address their pipeline management and forecasting challenges, Brainshark chose to implement C9 Active Pipeline, a SaaS-based sales analytics solution. After evaluating two SaaS-based analytics solutions, Brainshark selected C9 because it provided nightly snapshots of all their data, including custom objects and fields, and delivered immediately relevant pipeline information to sales leadership. The solution was tightly integrated with Salesforce CRM, fitting seamlessly into Brainshark's existing SaaS architecture. C9 Active Pipeline offered features such as point-and-click access to answers, powerful filtering capabilities, meaningful charts and graphs, and easy data export for distribution. This allowed sales leaders to quickly identify changes in the pipeline, including deals at risk and new opportunities, enabling them to focus on the most critical deals and improve forecast accuracy.

Impact #1	Brainshark's sales leaders can now instantly see changes in their pipeline, including deals at risk and new opportunities, allowing them to deploy their teams more effectively.
Impact #2	The implementation of C9 Active Pipeline resulted in higher win rates and improved forecast accuracy for Brainshark.
Impact #3	Sales leaders spend almost zero time on sales analytics, leading to increased productivity across the organization.

Impact #1

Brainshark's sales leaders can now instantly see changes in their pipeline, including deals at risk and new opportunities, allowing them to deploy their teams more effectively.

Impact #2

The implementation of C9 Active Pipeline resulted in higher win rates and improved forecast accuracy for Brainshark.

Impact #3

Sales leaders spend almost zero time on sales analytics, leading to increased productivity across the organization.

Benefit #1	Brainshark improved their forecast closure rate by 5%, translating to $400,000 in additional revenue every quarter.
Benefit #2	The implementation of C9 Active Pipeline saved Brainshark $250,000 annually by returning selling time back to the sales team.
Benefit #3	Brainshark realized a payback period of 2-3 weeks for the C9 Active Pipeline solution.

Benefit #1

Brainshark improved their forecast closure rate by 5%, translating to $400,000 in additional revenue every quarter.

Benefit #2

The implementation of C9 Active Pipeline saved Brainshark $250,000 annually by returning selling time back to the sales team.

Benefit #3

Brainshark realized a payback period of 2-3 weeks for the C9 Active Pipeline solution.

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Overview

Found Money: Brainshark Improves Forecast Close Rates with C9 Active Pipeline

Operational Impact

Quantitative Benefit