Worksoft, Inc. Improves Forecasting Accuracy 25% and Boosts Sales Velocity with Revegy Platform

Using the Revegy platform, Worksoft’s sales team improved forecast accuracy by 25% while also reducing time to revenue realization by 20%.

Who is Worksoft:

Worksoft, Inc. is the industry’s leading continuous test automation platform for Enterprise Packaged Apps. A diverse ecosystem of service providers, software integrations, and machine learning solutions enables true end-to-end, unattended, automated testing of mission-critical business applications.

Hundreds of global leaders in manufacturing, energy, technology, pharmaceuticals, and more turn to Worksoft to achieve unparalleled continuous testing at scale and realize DevOps and Agile initiatives. Worksoft is embedded into the ERP practices of leading Global Systems Integrators, such as Accenture, IBM, and Cognizant, to support their Agile, DevOps, and SAFe methodologies and accelerate digital transformations.

 

The Challenge: Struggling with Sales Execution

Worksoft was using Salesforce’s CRM platform for forecasting and pipeline management but lacked a transparent process for actioning the system’s data. The sales team needed to translate the data to inform strategic steps toward actualizing their revenue goals. Without a clear understanding of what was happening in their opportunities, Worksoft struggled with inaccurate forecasts and missing key account growth pathways.

 

The Solution:

Implementing the Revegy platform to complement Worksoft’s legacy CRM provided actionable insights to inform strategic engagement with existing accounts. Because they could see the established relationships within an account alongside each stakeholders’ preferences, the optimal path for revenue growth was clear-cut. The value added by the visibility led to an impressive 100% adoption rate by the team. 

“One of the biggest benefits we’ve seen using Revegy is related to revenue predictability. We’ve seen a 25% improvement in forecast accuracy, which equips us to make strategic business decisions.”

Vincent Mauro, Worksoft's VP of Sales, North America

Opportunity Profiling
In addition to visualizing revenue potential by buying stage, Worksoft is able to evaluate each opportunity through individual opportunity scorecards. The 360-degree pipeline visibility has helped develop more predictable forecasting, improving accuracy by 25%.

Collaborative Account Planning
The Revegy platform was purpose-built for collaboration. At Worksoft, Relationship and Influence maps serve as the backdrop for internal meetings and value-driven conversations with their clients.

Scalable Key Account Management
The ability to operationalize their opportunity planning program meant Worksoft realized near-immediate results with Revegy. Embracing an incremental implementation strategy, they were able to reduce the time to revenue realization by 20% within their most strategic accounts and expand account partnerships over time.

Forecasting accuracy and deal velocity are two areas that Worksoft uses as barometers of success.  Since implementing Revegy at the beginning of 2018, Worksoft has seen a 25% improvement in its forecasting accuracy thanks to the Opportunity Profile and Opportunity Decisions Maps modules.  Opportunities are also progressing through the sales process in a fraction of the time, as aspects of the deal requiring deeper focus are highlighted earlier with the Revegy platform’s aid.