Sales ops ·

F5 gains pipeline visibility and replaces Salesforce Sales Engagement with Clari and Groove

The problem

F5's CRM limited deal review to one deal at a time with no pipeline overview, required IT involvement for feature changes that took 3-5+ months, and produced inaccurate forecasts based on meeting activity. Salesforce Sales Engagement lacked reporting, activity capture, and rep visibility, frustrating the workforce.

First attempt

Salesforce Sales Engagement had poor activity capture, lacked reporting and visibility, and burdened reps. Outreach and Salesloft were evaluated and rejected because they rely on a separate shadow CRM database.

Workflow diagram · grounded in source
1
Product-line data ingestion into Clari
integration
“we pull it into Clari at the product line level and we have the mapping already completed”
2
Pipeline and deal review in Clari UI
output
“the intuitive UI gives Andrew a "much better read on deals as we progress through the quarter"”
3
Business-unit quarterly forecast
output
“we're able to forecast the business units accordingly, something that we weren't able to do before”
4
Real-time manager visibility into rep activity
output
“F5's sales managers now receive real-time information about the account, the activities, and who they're engaging with, so they can spend more time coaching their team instead of hunting down information”
5
Groove replaces Salesforce Sales Engagement
integration
“F5's sales team was looking to replace Salesforce Sales Engagement to consolidate, simplify, and accelerate its entire revenue process into one unified platform”
6
Activity capture and ROI reporting
output
“Enhanced reporting: the ability to trace ROI back to each action and standardize messaging and protocols”
Reported outcome

F5 gained confidence in quarterly forecasting and pipeline visibility with Clari, freed managers from hunting down information to spend more time coaching, and achieved 100% rep adoption with Groove as a Salesforce-native sales engagement platform.

Reported metrics
IT feature change lead time (pre-Clari)3-5+ months
Groove rep adoption rate100%
Deal read quality (qualitative)much better read on deals
Clari implementation pace (qualitative)excessively fast
Reported stack
ClariGrooveSalesforce Sales EngagementSalesforce
Source
https://www.clari.com/resources/customer-stories/f5-networks/
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

F5 gained confidence in quarterly forecasting and pipeline visibility with Clari, freed managers from hunting down information to spend more time coaching, and achieved 100% rep adoption with Groove as a Salesforce-na…

What tools did this team use?

Clari, Groove, Salesforce Sales Engagement, Salesforce.

What results were reported?

IT feature change lead time (pre-Clari): 3-5+ months; Groove rep adoption rate: 100%; Deal read quality (qualitative): much better read on deals; Clari implementation pace (qualitative): excessively fast (source-reported, not independently verified).

What failed first in this deployment?

Salesforce Sales Engagement had poor activity capture, lacked reporting and visibility, and burdened reps.

How is this sales ops AI workflow structured?

Product-line data ingestion into Clari → Pipeline and deal review in Clari UI → Business-unit quarterly forecast → Real-time manager visibility into rep activity → Groove replaces Salesforce Sales Engagement → Activity capture and ROI reporting.

Related sales ops cases