How SpyCloud Transformed Forecasting with Kluster: A Conversation with Leah Burk, Senior Vice President of Global Revenue Operations

Q: Leah, what challenges were you facing before switching to Kluster?

Leah Burk:
Before Kluster, it felt like we were constantly stuck in the weeds when it came to data. We were pulling everything manually from Salesforce, which could take days, and by the time we had what we needed, the data was often already outdated. We relied on spreadsheets for forecasting, and that meant we lacked the visibility to really dig into individual rep performance or track how forecasts were evolving over time. It made it hard to spot trends, like whether a rep was being overly optimistic or cautious, and even harder to coach effectively. Presenting accurate updates to the board was a real challenge too.

Q: What led you to choose Kluster as the solution?

Leah Burk:
We needed something that could give us real-time access to critical metrics and improve our forecasting accuracy. Kluster checked all the boxes. It gave us a way to track individual rep forecasts, compare them to historical data, and really get a handle on what was going on at every level. Plus, their pipeline snapshotting feature is a game changer – it allows us to see how our pipeline evolves throughout the quarter, which has made a huge difference in how we report to the board.

Q: How has Kluster's forecasting module helped SpyCloud?

Leah Burk:
The forecasting module has been a lifesaver. It lets us track individual rep forecasts week by week, so we can catch trends early, whether it's a rep being too optimistic or too conservative. That visibility helps us provide much more targeted coaching and ultimately improves our forecast accuracy. Before Kluster, we didn’t have that level of insight – it was just rolling up forecasts at the manager level, and a lot got lost in translation. Now, we can see the full picture.

Q: You mentioned pipeline snapshotting earlier. How has that changed how you handle reporting?

Leah Burk:
It’s been a huge improvement. With pipeline snapshotting, we can see how much of our starting pipeline actually closes, what gets pushed, and what drops off. This gives us a clear view of deal movement throughout the quarter. When we’re in board meetings, I can now show a more accurate picture of where we’re at and where we need to focus. It’s not just guesswork – the numbers back up everything we’re saying. That’s been a big win for us.

Q: How has Kluster improved your daily operations?

Leah Burk:
One of the biggest changes is the time we've saved. Instead of spending hours pulling data, we can now access key metrics like win rates in real time. That means meetings are more productive because we’re spending time on the right things. Kluster’s flexibility has also made a big difference – we can adjust forecasts quickly if business conditions change, like when we launch new products. It keeps us agile and helps us respond faster to whatever comes our way.

Q: What's your favorite feature of Kluster?

Leah Burk:
I’d have to say pipeline snapshotting is my favorite. It’s incredibly valuable to see how our starting pipeline compares to what actually closes. It helps us track trends, make adjustments, and give the board a more accurate, real-time view of our performance. The ability to dive deep into what’s happening with each deal has been a game-changer.

Q: What advice would you give to other companies considering Kluster?

Leah Burk:
If you’re struggling with manual processes and need a way to improve your forecasting accuracy and gain better visibility, I’d highly recommend Kluster. It’s not just about saving time – it’s about making smarter decisions with the data you have. For us, it’s been a game-changer, and I think any company looking to scale and improve their revenue operations would benefit from it.

Kluster has clearly had a transformative effect on SpyCloud’s operations, allowing them to focus more on strategy and less on manual data work. It’s all about getting the right data at the right time – and that’s exactly what Kluster delivers.

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