Picus Security improved forecast accuracy and accountability with Kluster

Picus needed a solution that could provide more accurate forecasts, improve visibility into the sales pipeline, and empower leadership to make better decisions.

The Results

More accurate forecasts

Better pipeline control

Improved decision-making

Focus on strategy

Find out what you can accomplish with Kluster.

Book a demo today.

About Picus Security

Picus Security, the leading security validation company, gives organisations a clear picture of their cyber risk based on business context and makes it simple for cybersecurity teams to prioritise, validate and fix critical gaps. As the company grew, so did the complexity of managing sales forecasting and pipeline visibility. With spreadsheets to track forecasts, Picus faced challenges in maintaining forecast accuracy and lacked a clear view into the sales pipeline.

The Challenge

As Picus expanded globally, they encountered several key challenges that were hindering growth:

Inaccurate forecasting

Sales forecasts were unreliable and often based on subjective opinions rather than hard data.

Manual processes

Forecasting relied heavily on spreadsheets, which were time-consuming to manage and prone to errors.

Accountability issues

Without a standardised forecasting process, sales leadership had challenges to track team performance, making it difficult to hold people accountable.

Limited pipeline visibility

Deals were slipping through late in the sales cycle, and leadership lacked the visibility needed to proactively address challenges and risks.

FAVOURITE FEATURE

Kluster Forecast

"Kluster Forecast has revolutionized the way we manage forecasting. We now have clear visibility into each region’s performance and gaps, with the ability to drill down into specific details. This has empowered us to identify areas for improvement early and take proactive steps to address them."

Hande Sümer, Revenue Operations Manager

The Solution

Picus turned to Kluster’s forecasting platform to tackle their challenges head-on. By implementing Kluster, they were able to:

Accurate, data-driven forecasting

Kluster replaced guesswork with reliable, data-driven forecasts that leadership could trust.

Automation of manual tasks

Kluster streamlined time-consuming and error-prone manual processes, freeing the RevOps team to focus on more strategic initiatives.

Real-time pipeline visibility

The platform provided leadership with complete visibility into the sales pipeline, enabling them to identify and address potential issues earlier in the process, and take proactive measures.

Improved accountability

Sales leadership gained greater visibility into pipeline risks, enabling them to build accountability within their teams and prioritise what matters most.

Kluster helped us cultivate stronger focus in our forecasting process and raised team-wide awareness about the importance of forecast accuracy. With enhanced visibility into the pipeline, we're able to align more effectively and take timely actions to keep deals on track.

H.Alper Memis, CEO

The Results

Since implementing Kluster, Picus has seen significant improvements in their forecasting and overall sales performance:

More accurate forecasts

Forecast volatility dropped significantly, and the company now relies on accurate, consistent predictions.

Strategic RevOps

The automation of manual processes enabled the RevOps team to shift from data management to focusing on strategic growth initiatives.

Better pipeline control

Leadership gained full visibility into the pipeline, allowing them to catch issues earlier and make informed, timely decisions.

Improved decision-making

Leadership now had the insights needed to make better, data-driven decisions that aligned with company goals.