Sales ops · Production

Fortinet uses Clari's AI-powered forecasting to mature revenue operations

The problem

Fortinet needed to move beyond a basic revenue process toward one that fully aligns people, data, and processes across all go-to-market teams including sales, marketing, and customer success.

Workflow diagram · grounded in source
1
Centralize data in Clari
integration
“Fortinet uses Clari to centralize their data, align on KPIs, and run their forecasting process within a single system”
2
AI insights on revenue outlook
ai_action
“Fortinet layers artificial intelligence on top of their RevOps platform to gain new insights into the outlook for the current quarter and quarters ahead”
3
Historical trend analysis
ai_action
“Harnessing historical trend analysis and tracking expected forecast percentages in Clari helps Fortinet accelerate their growth”
4
Early-quarter predictive insights
output
“With trustworthy, predictive insights early in the quarter, Fortinet understands likely performance, empowering the revenue team to make smarter decisions and take more effective action”
5
Planning and reporting outputs
output
“Inform capacity planning - Identify opportunities to reinvest in the business - Better understand where to allocate resources - Deliver accurate reports to executive leadership and shareholders”
Reported outcome

Fortinet centralized data and KPIs in Clari and layered AI on top to gain predictive insights early in the quarter, enabling smarter decisions, capacity planning, resource allocation, and accurate executive reporting.

Reported metrics
Revenue growthaccelerate their growth
Decision-making qualitymake smarter decisions and take more effective action
Quarterly planning confidenceconfidently plan ahead for the next quarter
Reported stack
ClariRevenue Operations Maturity Model
Source
https://www.clari.com/resources/customer-stories/fortinet/
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

Fortinet centralized data and KPIs in Clari and layered AI on top to gain predictive insights early in the quarter, enabling smarter decisions, capacity planning, resource allocation, and accurate executive reporting.

What tools did this team use?

Clari, Revenue Operations Maturity Model.

What results were reported?

Revenue growth: accelerate their growth; Decision-making quality: make smarter decisions and take more effective action; Quarterly planning confidence: confidently plan ahead for the next quarter (source-reported, not independently verified).

How is this sales ops AI workflow structured?

Centralize data in Clari → AI insights on revenue outlook → Historical trend analysis → Early-quarter predictive insights → Planning and reporting outputs.

Related sales ops cases