Sales ops · Production

BirchStreet Systems grows bookings 70% YoY and achieves 3–5% forecast accuracy with Clari AI

The problem

BirchStreet's CRO faced challenges managing revenue predictably and ensuring accurate, dependable forecasts, and found Salesforce too cumbersome to extract the data needed quickly and easily.

First attempt

Salesforce was the incumbent tool but failed to deliver fast, actionable revenue insights, prompting the CRO to prioritize Clari implementation instead.

Workflow diagram · grounded in source
1
Deal activity monitoring
trigger
“we can see instantly in Clari when a deal was last, interacted with, when the last time we sent an email out or got a meeting”
2
Copilot conversation analysis
ai_action
“Clari's Copilot will surface up the key points, the concerns, the questions, and also help identify and improve our engagement with that customer so that the conversation is collaborative and not one-sided”
3
AI deal risk identification
ai_action
“Clari's AI in helping his team identify risks in deals before they become larger issues”
4
Stalled deal flagging via Align
routing
“Clari's Copilot and Align tools flagged stalled deals and reduced cycle times by keeping multi-threaded engagement on track”
5
Executive deal intervention
human_review
“BirchStreet's CEO – who uses Clari extensively – identified a deal that he had a contact at. He recognized that the deal required a deeper level of engagement, and subsequently met with a key executive onsite”
6
ICP pipeline focus with Groove
ai_action
“David's team optimized pipeline coverage using Groove and focused energy on the highest-potential ICP deals”
7
AI-driven forecast output
output
“landing within 3 - 5% of actuals for an impressive eight consecutive quarters”
Reported outcome

BirchStreet grew bookings by over 70% year-over-year, achieved forecast accuracy within 3–5% of actuals for eight consecutive quarters, improved win rates by 3–7% across sales stages, and reclaimed 2–4 hours per week per sales rep.

Reported metrics
Bookings growth year-over-year70%
Forecast accuracy variance from actuals3 - 5%
Consecutive quarters of accurate forecasteight consecutive quarters
Win rate improvement across sales stages3–7%
Show all 7 reported metrics
bookings growth year-over-year70%
forecast accuracy variance from actuals3 - 5%
consecutive quarters of accurate forecasteight consecutive quarters
win rate improvement across sales stages3–7%
hours reclaimed per sales rep per week2–4 hours per week
slipped dealsDramatic Reduction in Slipped Deals
sales cycle timesreduced cycle times
Reported stack
ClariCopilotAlignGrooveSalesforce
Source
https://www.clari.com/resources/customer-stories/birchstreet-runs-revenue-with-clari-platform/
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

BirchStreet grew bookings by over 70% year-over-year, achieved forecast accuracy within 3–5% of actuals for eight consecutive quarters, improved win rates by 3–7% across sales stages, and reclaimed 2–4 hours per week…

What tools did this team use?

Clari, Copilot, Align, Groove, Salesforce.

What results were reported?

Bookings growth year-over-year: 70%; Forecast accuracy variance from actuals: 3 - 5%; Consecutive quarters of accurate forecast: eight consecutive quarters; Win rate improvement across sales stages: 3–7% (source-reported, not independently verified).

What failed first in this deployment?

Salesforce was the incumbent tool but failed to deliver fast, actionable revenue insights, prompting the CRO to prioritize Clari implementation instead.

How is this sales ops AI workflow structured?

Deal activity monitoring → Copilot conversation analysis → AI deal risk identification → Stalled deal flagging via Align → Executive deal intervention → ICP pipeline focus with Groove → AI-driven forecast output.

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