The Results
Reliable forecasting
“Kluster gave us the accuracy we needed to trust our forecasts and make smarter decisions.”
Early warning system
“Tracking deal health and using Kluster’s pacing tools has given us invaluable early warnings throughout the quarter.”
Finance and sales alignment
“Kluster helped align sales and finance, improving visibility and making forecasting a more collaborative process.”
About Sedna
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.
The 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.
"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
Top 3 Reasons Why Sedna Recommends Kluster
- Reliable forecasting: “Kluster gave us the accuracy we needed to trust our forecasts and make smarter decisions.”
- Early warning system: “Tracking deal health and using Kluster’s pacing tools has given us invaluable early warnings throughout the quarter.”
- Early warning system: “Kluster helped align sales and finance, improving visibility and making forecasting a more collaborative process.”
The 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.
The Results
Since implementing Kluster, SpyCloud 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.
Better decision-making
Leadership could make more informed decisions earlier in the quarter, preventing surprises at the end.
Finance and sales alignment
Kluster bridged the gap between sales forecasts and financial planning, leading to better conversations and more realistic expectations.