Faced with operational inefficiencies, inaccurate reporting, and high operational costs, this U.S.-based enterprise knew it needed to make a change. As a leading manufacturer of life sciences products, it supports a vast and complex sales organization. But legacy revenue management tools were holding the team back — leading to inefficiencies, inaccurate forecasting, and high operational costs.
Case Study
How a Fortune 100 Global Manufacturer Used AI to Unify Revenue Orchestration
The company was experiencing mounting challenges due to its existing CRM systems, especially around Salesforce Revenue Intelligence (Rev Intel) and CRM Analytics (CRMa) — maintenance demanded significant resources, with up to two full-time headcount. Moreover, licensing costs exceeded $500K annually.
Results:
- 96% time savings
- 67% less headcount needed
- 65% > 85% renewal increase
Manual forecast input from reps was time-consuming and error-prone, and siloed systems made reporting and pipeline analysis a heavy lift. As the Director of Global Business Excellence explains: “We’ve shut down Salesforce Rev Intel and are winding down CRMa in some of our businesses because it’s a nightmare. CRMa requires two headcount just for maintenance, and with license costs, it adds up to half a million dollars. With Clari, we’re saving significantly and doing a lot with the platform.”
That’s when the manufacturer turned to Clari to unify its revenue operations and improve efficiency across forecasting, reporting, and pipeline management. Previously, its company’s CMD division required six analysts working five hours each to compile monthly reports.
After Clari:
- Reporting reduced from six to just two analysts in 30 minutes
- Dashboards and visualizations simplified pipeline analysis
- Data exports and comparisons became quick and intuitive
“Clari’s chart replication has made our pipeline analysis better. We can now finish tasks that used to need many people and a lot of time with just two of us in half an hour.”
CRM Business Manager
Renewals, Forecasting, and Fixing the Signal-to-Noise Problem
Before, the revenue team lacked streamlined visibility into renewals and suffered from disjointed communication due to email domain filtering issues. Now, though, that visibility has improved significantly. “Our existing customer landscape now has about an 85% renewal rate, up 20 points in the last seven months,” according to the Director of Global Business Excellence.
Clari helped by:
- Integrating renewals forecasting and sync profiles
- Benchmarking rep rollups against AI-generated projections
- Resolving email filtering and contact alignment issues
- Creating a unified view across teams to manage renewals proactively
Letting Revenue AI Do the Heavy Lifting
By leveraging Clari’s AI and automation capabilities, the company transformed its revenue operations into a high-precision, insight-driven function. It unified Salesforce, ERP, and Data Mart into a single source of truth, eliminating silos and elevating data consistency across the business.
With this foundation in place, the team introduced custom dashboards that provide real-time visibility into bookings, deferred revenue, and forecast inputs from regional leaders. But the real breakthrough came from Clari’s AI-driven projections — powered by historical conversion rates, real-time deal signals, and an understanding of diverse revenue streams. This allowed the team to extend forecast accuracy well beyond the traditional 90-day window and confidently guide decisions for the next quarter, and the next fiscal year.
Rather than manually adjusting for process changes or data anomalies, the AI adapted to shifts in behavior and pipeline quality. This gave leadership confidence in the numbers, empowering them to make long-term strategic bets with clarity and conviction.
- 90%+ reduction in reporting time
- Greater forecasting accuracy and visibility across teams
- Improved team collaboration and data hygiene
- Streamlined training and enablement across global teams
- Faster decisions backed by real-time data and insights
One Platform, One Revenue Team
By unifying its revenue operations under one platform, silos were eliminated, which enhanced collaboration, driving long-term revenue impact. This partnership with Clari supports key strategic initiatives, providing the flexibility and scalability needed to grow; to make smarter decisions, faster — turning revenue operations into a competitive advantage.
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See how the world’s top enterprises run revenue.