How Gamma Transformed Sales Performance with Clari Cadences

Gamma, a complex B2B managed services organization, struggled with fragmented sales processes across multiple business units and inefficient revenue operations. According to Gamma’s Sales Director, Alex Ayers, the sales process they followed before Clari was convoluted and complex. 

Gamma’s revenue operations team found itself caught in a frustrating cycle that undermined its effectiveness and strategic impact. The team was consumed by manual data reconciliation and reporting tasks that took up enormous amounts of time and resources, leaving little capacity for higher-value work.

Without a source of truth, Alex says that his team was using massive amounts of time and energy just to establish basic data accuracy and reliability. “We were spending all our time trying to report the news instead of enabling frontline teams to execute in a way that changed the news.” 

The core problem was clear: the team had become trapped in reactive mode, bogged down by time-intensive processes when they should have been driving strategic initiatives and enabling frontline teams to move the business forward.

These inefficiencies were particularly problematic given Gamma’s complex business environment. As a public company managing intricate, large-deal sales cycles, achieving forecast accuracy was both critical and challenging. Alex described the complexity: "We're selling large, complex managed services to a lot of very large organizations…trying to analyze that across thousands of different deals that are moving through a pipeline across different sales motions was just hard gymnastics."

Compounding these issues, the organization struggled with limited visibility into key performance indicators such as slipped deals and pipeline performance. As a result, the team found it difficult to identify potential problems early and take proactive measures to address them. This lack of visibility stood in the way of their ability to maintain accurate forecasts and optimize their sales processes.

Gamma had been using other solutions in the market, but ultimately found them to be too complex and time-consuming to optimize. They chose Clari because it offered the speed and accuracy they needed without the complex setup requirements of other platforms. 

A key factor in Gamma’s turnaround came from implementing a comprehensive 13-week Revenue Cadence that underpins every meeting and engagement throughout the company’s revenue cycle. Gamma didn't just adopt the technology; they redesigned their entire revenue operating system around the cadence structure, making it the heartbeat of their 13-week cycle.  "We've embedded cadences as a fundamental building block of our 13-week revenue cycle," says Alex. 

Significant accuracy and efficiency gains 

Clari’s Revenue Cadences delivered substantial improvements in the team’s forecast precision, with Alex reporting 10-15% better accuracy between what sales teams predicted and what they actually delivered. The structured approach eliminated hours or even days of preparation time that was previously required to compile information from multiple systems, allowing teams to focus on high-value activities rather than administrative tasks.

Enhanced opportunity discovery and deal management

The systematic pipeline review process has enabled teams to identify 8% more white space opportunities in a relatively short implementation period. Revenue Cadences also improved deal focus by helping sales teams pinpoint which deals required attention and resources, rather than spreading effort across all opportunities equally.

Improved data quality and process discipline

Gamma has also seen significantly better CRM data hygiene, as the structured cadence approach naturally guided sales representatives toward maintaining cleaner, more accurate data. This systematic review process created a virtuous cycle where better data quality supported more effective pipeline analysis and deal progression tracking.

Implementing Revenue Cadences has delivered substantial improvements in forecast accuracy, with Alex reporting a 10-15% improvement in predictability. "We are getting much, much, much better... it's about 10 to 15% better accuracy in terms of what people said to what they've actually delivered at the end of a period," he explains. This gain has provided the organization with greater confidence in pipeline projections and financial planning.

The solution also generated remarkable time savings by eliminating labor-intensive preparation processes that previously consumed hours before sales meetings and business reviews. "We know we are saving certainly hours, probably days…there's no preparation required to gather all of our revenue information from other systems," he notes. This efficiency gain has allowed sales teams to redirect focus from administrative tasks to more revenue-generating activities.

Gamma continues to expand their use of Clari, with plans to further leverage the platform for:

• Advanced white space analysis and opportunity identification
• Continued pipeline velocity improvements
• Enhanced cross-functional business planning and resource allocation

For Gamma, Clari is not just a tool, but a catalyst for uniting people, process, and performance. By aligning teams around a consistent rhythm and driving accountability at every stage of the revenue lifecycle, Clari has become the backbone of how Gamma runs its revenue. The result is more than improved pipeline management; it’s a cultural shift toward clarity, collaboration, and predictable growth.

Ready to transform your revenue operations like Gamma? Learn more about how Clari can help your organization achieve similar results. Get a demo.