sales_ops · security · workflow
Drata achieves double-digit NRR growth and 100% forecast accuracy with Clari Revenue Platform
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.
How it works
Common implementation structure
How this type of workflow is generally built, generalized across documented cases — not tied to any one vendor's stack. Click any stage to read what happens there. Specific products that implement these stages appear in “Tools commonly seen” below.
Stage 1 · Forecasting training with Clari
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.
Tools used
Clari Revenue Platform
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.
Results
Volume100%
Grounding & classification
Source type: vendor customer story
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