M86 Security Improves Weekly Sales Meetings

Company

M86 Security is a global provider of Web and messaging security products, delivering comprehensive protection to more than 20,000 customers and over 16 million users worldwide.

Business Challenge

• Dramatic organic growth outstripped existing sales process and pipeline reporting capabilities
• Additional product lines from M&A activity further increased the need for “What’s Changed” data unavailable in Salesforce.
• Needed to clearly understand the impact of the economic downturn on the sales process to properly manage executive expectations

Solution

• Cloud9 Pipeline Accelerator for rep coaching and fact-checking
• Cloud9 Pipeline Accelerator Reports to drive weekly sales meetings and executive reports

Results

• Streamlined weekly sales meetings by focusing on “What’s Changed” Increased win rates
• Provides visibility across all product lines to spot trends and risks while there is still time to course-correct
• Tracks sales rep performance to identify top performers and help coach at-risk individuals
• Simplifies complex sales performance reporting for board-level consumption
• Enables superior process management and reporting with fewer resources