How Sedna transformed forecast accuracy and decision-making with Kluster

Forecasting

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_About

Sedna, a growing B2B SaaS company, is an intelligent communication ecosystem that streamlines complex workflows and reduces email inefficiencies.provides. As the company expanded, they faced increasing challenges with forecasting accuracy and revenue visibility, leaving leadership less control than they would’ve liked over critical financial decisions.

"We received an early warning that our Q1 deals were going to push into Q2, which allowed us to change the timing of our investments. Kluster’s pacing tools were a game-changer for improving the confidence in our decisions."

Robert Scott

CFO, Sedna

_Challenge

Before implementing Kluster, Sedna struggled with:

Inaccurate forecasts

Early forecasts were only 30% accurate, resulting in an end of quarter scramble and unreliable financial planning.

Limited visibility

Leadership lacked an early warning system to track slipping deals and relied on self reporting from sales representatives forecasts, which were difficult to challenge. This was made more difficult by the fact that we were still developing our discipline around sales processes.

End-of-quarter bottlenecks

The majority of deals were closing in the last week, making it difficult to track progress or make adjustments throughout the quarter.

Manual processes

Sedna had no efficient way to inspect and evaluate critical deals throughout the quarter, limiting their ability to make informed decisions.

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_Solution

Sedna implemented Kluster’s forecasting platform to gain control and improve visibility over their sales process. With Kluster, Sedna was able to:

Improve forecast accuracy

Kluster helped Sedna move from 30% forecast accuracy to a more reliable, data-driven view of the sales pipeline.

Enhanced decision-making

Leadership gained the ability to identify high-risk deals earlier in the quarter, allowing for more proactive planning and strategy adjustments.

Early warning system

By implementing Kluster’s pacing analysis tools, Sedna could track deal progress throughout the quarter and receive early warnings for deals at risk of slipping.

Scenario planning

With Kluster’s built-in analytics, Sedna could model different revenue scenarios, giving leadership the insights they needed to prepare for various outcomes.

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_Results

Since implementing Kluster, Sedna has seen significant improvements in its operations:

From 30% accuracy to early warning system

Sedna significantly improved its forecast accuracy and transformed its forecasting into an early warning system that provided alerts when deals were at risk.

Proactive resource allocation

By identifying at-risk deals early, Sedna was able to intervene early, update hiring plans with greater confidence and manage resources more effectively.