Sales ops ·

Drata achieves double-digit NRR growth and 100% forecast accuracy with Clari Revenue Platform

The problem

Drata built a brand-new account management team with no forecasting experience and needed purpose-built systems and real-time data to transform reactive customer support into a proactive, data-driven revenue operation.

Workflow diagram · grounded in source
1
Forecasting training with Clari
human_review
“Managers used Clari to guide their team through forecasting exercises, teaching them how to break down complex account data and defend their calls with confidence”
2
Real-time pipeline visibility
integration
“The platform enabled real-time visibility into deal status, account health, and engagement levels, helping the new Account Managers and Customer Success Group share forecasts that were built on data, not guesswork”
3
Data-grounded forecast calls
output
“Every forecast call was grounded in Clari's insights, with managers and leaders using the platform to inspect pipeline health, assess churn risk, and prioritize expansion opportunities”
4
Unified customer success dashboards
output
“Customized dashboards provided a unified view of account health, tracking metrics like renewal likelihood, expansion opportunities, and churn risk”
5
Proactive account health monitoring
validation
“Drata leveraged real-time data to monitor account health, mitigate churn risk, and capture growth opportunities”
Reported outcome

Within one year, Drata's Customer Success Group delivered double-digit NRR growth, achieved 100% forecast accuracy in week seven of their first ramped quarter with a worst variance of 7%, and renewals became predictable.

Reported metrics
NRR growthdouble-digit growth
Forecast accuracy100%
Forecast variance (worst case)7%
Reported stack
Clari Revenue Platform
Source
https://www.clari.com/resources/customer-stories/drata/
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

Within one year, Drata's Customer Success Group delivered double-digit NRR growth, achieved 100% forecast accuracy in week seven of their first ramped quarter with a worst variance of 7%, and renewals became predictable.

What tools did this team use?

Clari Revenue Platform.

What results were reported?

NRR growth: double-digit growth; Forecast accuracy: 100%; Forecast variance (worst case): 7% (source-reported, not independently verified).

How is this sales ops AI workflow structured?

Forecasting training with Clari → Real-time pipeline visibility → Data-grounded forecast calls → Unified customer success dashboards → Proactive account health monitoring.

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