Case Studies Increasing Sales Performance with Visibility into and Analysis of Change

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	Increasing Sales Performance with Visibility into and Analysis of Change

Increasing Sales Performance with Visibility into and Analysis of Change

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	Progress Software faced challenges despite having a mature pipeline management process. They needed more robust trending and pipeline best practices than what their current CRM system offered. Additionally, they required advanced analytics support to standardize their sales processes across the globe. Read More
About Customer	Progress Software is a global software company that enables enterprises to be operationally responsive to changing conditions and customer interactions as they occur. Their solutions help businesses capitalize on new opportunities, drive greater efficiencies, and reduce risk. With a presence across North America, EMEA, and Asia Pacific, Progress Software serves a diverse range of industries, providing critical software solutions that enhance operational productivity and customer satisfaction. Read More
Solution	Progress Software implemented C9 Active Pipeline to provide critical forecast and pipeline analytics across its global regions. This solution enabled their global sales leadership to standardize on pipeline metrics, providing visibility into changes across all regions. The solution also rolled up critical information to senior management, enhancing the operational productivity of weekly sales meetings by focusing on the deals that mattered most. 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

Progress Software faced challenges despite having a mature pipeline management process. They needed more robust trending and pipeline best practices than what their current CRM system offered. Additionally, they required advanced analytics support to standardize their sales processes across the globe.

About Customer

Progress Software is a global software company that enables enterprises to be operationally responsive to changing conditions and customer interactions as they occur. Their solutions help businesses capitalize on new opportunities, drive greater efficiencies, and reduce risk. With a presence across North America, EMEA, and Asia Pacific, Progress Software serves a diverse range of industries, providing critical software solutions that enhance operational productivity and customer satisfaction.

Solution

Progress Software implemented C9 Active Pipeline to provide critical forecast and pipeline analytics across its global regions. This solution enabled their global sales leadership to standardize on pipeline metrics, providing visibility into changes across all regions. The solution also rolled up critical information to senior management, enhancing the operational productivity of weekly sales meetings by focusing on the deals that mattered most.

Impact #1	Enabled Progress’ global sales leadership across North America, EMEA, and Asia Pacific to standardize on pipeline metrics.
Impact #2	Provided visibility into what’s changing in their pipeline across all regions, rolling up to senior management.
Impact #3	Increased operational productivity of weekly sales meetings by providing critical 'what’s changed' information.

Impact #1

Enabled Progress’ global sales leadership across North America, EMEA, and Asia Pacific to standardize on pipeline metrics.

Impact #2

Provided visibility into what’s changing in their pipeline across all regions, rolling up to senior management.

Impact #3

Increased operational productivity of weekly sales meetings by providing critical 'what’s changed' information.

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Overview

Increasing Sales Performance with Visibility into and Analysis of Change

Operational Impact