Found Money: Brainshark Improves Forecast Close Rates with C9 Active Pipeline
Company Size
1,000+
Region
- America
Country
- United States
Product
- C9 Active Pipeline
- Salesforce CRM
Tech Stack
- SaaS
- Salesforce CRM
- C9 Active Pipeline
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Cost Savings
- Productivity Improvements
- Revenue Growth
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
About The 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.
The 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.
The 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.
Operational Impact
Quantitative Benefit
Case Study missing?
Start adding your own!
Register with your work email and create a new case study profile for your business.
Related Case Studies.
Case Study
Factor-y S.r.l. – Establishes a cost-effective, security-rich development environment with SoftLayer technology
Factor-y S.r.l., a web portal developer, was faced with the challenge of migrating its development infrastructure to a reliable cloud services provider with highly responsive technical support. The company needed a solution that would not only provide a secure and reliable environment but also support its expansion by providing resources to create and deliver innovative offerings.
Case Study
Darwin Ecosystem: Accelerating discovery and insight through cutting-edge big data and cognitive technologies
Darwin Ecosystem was founded with a unique vision of harnessing chaos theory mathematics to uncover previously hidden connections in unstructured data. The company’s algorithms can look at all the data generated by any source (such as news, RSS feeds and Twitter), and analyze how a specific set of concepts within that data are evolving over time. This is particularly valuable in situations such as business and competitive intelligence, social research, brand monitoring, legal discovery, risk mitigation and even law enforcement. A common problem in these areas is that a regular web search will only turn up the all-time most popular answers to a given question – but what the expert researcher is actually interested in is the moment-tomoment evolution of the data available on that topic. Darwin’s algorithm is computationally intensive, and the sources of data it correlates can be vast. To bring its benefits to a larger commercial audience, Darwin needed to find a way to make it scale.
Case Study
Zend accelerates, simplifies PHP development
Zend Technologies, a major contributor to the PHP open source community, needed to keep pace with emerging trends such as mobility, agile development, application lifecycle management and continuous delivery. The company needed to provide the right tools to the worldwide community of PHP developers. The challenge was to support enterprise-class capabilities from end to end, including mobile, compliance and security. The pace of business required developers to show results fast across a variety of devices without compromising quality or security.
Case Study
Delivering modern data protection with cloud scale backup from Cobalt Iron and IBM
Organizations are struggling to modernize their legacy data protection environments in the face of growing demands around new infrastructure, new applications, and budget consolidation. Virtualization and modern application development processes have significantly outgrown legacy backup architectures. In response, infrastructure teams have created multiple backup solution types to handle the varying SLAs (performance, scale, cost) required by their business sponsors. However, the sheer number and variety of solutions in this uncontrolled expansion creates huge amounts of work, threatening to overwhelm the IT team in many organizations. Today, developers may add new applications and virtual server instances by the hundreds per day without accounting for the restrictions of the existing backup infrastructure. They leverage the cloud for immediate compute and storage resources, yet rarely communicate succinctly with corporate IT to ensure that the appropriate data protection services are in place.
Case Study
Achieving near limitless scalability and flexibility with data in the cloud
Web-based publishing platform SpaceCraft found that as its client base grew, it was spending an increasing amount of time managing its databases, distracting its focus from product innovation. As its user base rapidly expanded, data volumes at SpaceCraft began to rise dramatically. Along with their main focus on maintaining and further developing a great platform for web publishing, the SpaceCraft team had the added pressure of managing the increasing quantities of data while ensuring ongoing high performance for clients.
Case Study
nViso SA – Delivers emotion recognition solutions worldwide with a scalable SoftLayer hosting solution
nViso SA, a company that provides emotion recognition solutions, was in need of a high-performance cloud hosting infrastructure. The company wanted to extend its services to a global customer base. The challenge was to find a solution that could handle the demands of their growing customer base and the need for high performance and reliability.
