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Picus Security, the leading security validation company, gives organisations a clear picture of their cyber risk based on business context and makes it simple for cybersecurity teams to prioritise, validate and fix critical gaps. As the company grew, so did the complexity of managing sales forecasting and pipeline visibility. With spreadsheets to track forecasts, Picus faced challenges in maintaining forecast accuracy and lacked a clear view into the sales pipeline.
Sales forecasts were unreliable and often based on subjective opinions rather than hard data.
Forecasting relied heavily on spreadsheets, which were time-consuming to manage and prone to errors.
Without a standardised forecasting process, sales leadership had challenges to track team performance, making it difficult to hold people accountable.
Deals were slipping through late in the sales cycle, and leadership lacked the visibility needed to proactively address challenges and risks.
Picus turned to Kluster’s forecasting platform to tackle their challenges head-on. By implementing Kluster, they were able to:
Kluster replaced guesswork with reliable, data-driven forecasts that leadership could trust.
Kluster streamlined time-consuming and error-prone manual processes, freeing the RevOps team to focus on more strategic initiatives.
The platform provided leadership with complete visibility into the sales pipeline, enabling them to identify and address potential issues earlier in the process, and take proactive measures.
Sales leadership gained greater visibility into pipeline risks, enabling them to build accountability within their teams and prioritise what matters most.
Since implementing Kluster, Picus has seen significant improvements in their forecasting and overall sales performance:
Forecast volatility dropped significantly, and the company now relies on accurate, consistent predictions.
The automation of manual processes enabled the RevOps team to shift from data management to focusing on strategic growth initiatives.
Leadership gained full visibility into the pipeline, allowing them to catch issues earlier and make informed, timely decisions.
Leadership now had the insights needed to make better, data-driven decisions that aligned with company goals.
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