Branch Achieves 10x Deal Review Increase and Improved Forecasting with BoostUp
Branch overcame challenges of inaccurate, subjective forecasting and incomplete CRM data by implementing BoostUp’s AI-driven platform, resulting in a 10x increase in weekly deal reviews, doubling forecast accuracy, and uncovering 57,000 previously untracked contacts to enhance deal insights, risk scoring, and prioritization.
Branch, a leader in mobile growth through deep linking and mobile attribution, faced significant challenges in managing a high volume of sales opportunities. Their forecasting process within Salesforce was chaotic, requiring extensive customization and still falling short of providing accurate insights. Sales stage progression and forecasting often relied on sellers' gut feelings, making it difficult to fully understand deal progression and risks. Additionally, the CRM did not track all contacts involved in deals, such as those CC’ed on emails or attending meetings, leading to missed opportunities.
Challenges
- Inaccurate forecasts: Forecasts were inconsistent and lacked sufficient insight, requiring much custom work to extract any meaningful data. Key activity data was often missing.
- Seller-reported forecasting: Reliance on manually entered data and subjective judgment resulted in inaccurate forecasts and increased manual work for the Operations team.
- Ineffective deal prioritization: Difficulty in prioritizing deals due to lack of objective data and insights.
BoostUp Value
- Complete deal insights: BoostUp provided Branch with comprehensive deal insights, offering more context into each deal, which improved win rates and deal progression.
- Objective risk scoring: The platform introduced objective, AI-driven risk scoring, allowing for better identification and management of deal risks.
- AI-guided deal prioritization: BoostUp's AI monitored every deal for signs of slippage and automatically prioritized seller tasks to maximize sales performance.
- Accurate, more reliable forecasts: The evidence-based approach enabled by BoostUp led to more accurate and reliable forecasting.
Results
- 10x increase in deal reviews per week
- 2x more accurate forecasting
- 57,000 untouched contacts discovered: BoostUp uncovered thousands of previously unleveraged contacts from calendar appointments, emails, and other sources, correctly associating them with the right accounts and opportunities.
BoostUp flagged all missing contacts from email inboxes, identified true engagement, and provided accurate counts of people involved in each sales cycle, including post-sale. This resulted in complete visibility into the pipeline and every deal within it. Branch could now examine trends towards goals and forecasts at a macro level, and analyze individual deals and activities at a micro level.
BoostUp's sentiment analysis and AI-generated risk scores enabled AI-driven activity prioritization, ensuring that sales reps focused on the most critical opportunities. This evidence-based approach replaced gut-feeling decision-making, leading to more accurate forecasts and improved deal progression.
"BoostUp gives me x-ray vision I feel. With BoostUp, I can inspect pipeline in 1/10th of the time, call deals 2x more accurately, which helps us as an organization forecast more efficiently and reliably. Our sales leaders now have an excellent lens to evaluate deal risks instantly."
— Head of Revenue Operations, Branch
"BoostUp provides us with full context and sentiment for every interaction, every touchpoint, and allows us to progress each deal with confidence. It seems simple, but today’s tools involve a lot of time wasted to stitch together the story, and it still loses context. BoostUp’s visualization tools help us do this in just a few minutes."
— Navid Zolfaghari, VP, Sales, Americas
Branch's sales teams became highly active users of BoostUp, leveraging the platform as a catalyst to solve various sales process challenges. The adoption of BoostUp resulted in improved pipeline visibility, more reliable forecasting, and enhanced sales performance.