Proven Results
Same pipeline. Same number of deals. 60% more sales.
Most case studies compare before and after. We built a tougher test.
Why not a traditional before-and-after case study?
Because we wanted a more honest comparison. Too many other things change between “before” and “after,” and vendors routinely cherry-pick time periods to make the results more attractive. We wanted a tougher test: compare Funnelcast Focus to the Company's own deal prioritization under identical conditions—the exact same pipeline, at the exact same time, with the exact same number of deals.
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Week after week, we looked at the customer's actual priority list and created our own "Focus" list with exactly the same number of deals. Then we measured: which list produced more in-quarter sales?
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Problem: Sales teams need to decide which opportunities deserve scarce resources. Sales teams spend a lot of time scrubbing their pipelines to determine which deals deserve the most attention—with suboptimal results. While this process can produce reliable sales forecsts, it focuses resources on the safest deals. A more strategic resource allocation could produce more sales with the same pipeline.
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Solution: Funnelcast automatically selects an optimized deal portfolio: the Focus list. The Focus is designed to maximize expected sales while controlling for risk. Deals are selected from all open deals with a close date in the applicable quarter.
How we tested it: Start with the company deal prioritization (Commits, late stage, or biggest deals). Identify how many deals are in that list. Create a same-sized Focus list. Do this every week for each business. Compare in-quarter sales from each list.
Result: Focus lists produced 60% more sales on average across 700 comparisons.
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The Focus ranking automates systematic deal prioritization—so teams can focus on sales execution. Conventional deal prioritization can be suboptimal and time-consuming. Funnelcast automates this selection process. In our study, Focus portfolios produced more in-quarter sales than conventional prioritization methods.
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You already know how to use it: You don't need to understand the math behind it. Using the Focus is simple—just like working a to-do list. Start at the top and work your way down. For each deal, apply your own judgment: Can we advance this deal right now? If yes, work it. If not, move on. Got more time? Keep going. The whole pipeline is rank-ordered for you.
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That’s it. The optimization is in how the list is constructed. The value comes from consistently working the right deals earlier in your quarter.
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End your day knowing you've done your best to advance your cause. Tomorrow there will be another list.
We recreated the company deal prioritization strategies these companies used and compared them with Funnelcast Focus using the same open pipeline each week. Company prioritizations are labeled "Late stage" (including Commit) or "Biggest deals" below. The study represents 700 comparisons. Each week, for 78 weeks, we compared sales from the company priority list with sales from a same-sized Focus list. Each list was about 20% of the total in-quarter open pipeline by deal count. The ratios of the sales from each list are presented below. Anything over 100% means that the Focus yielded more sales.
The 60% additive lift came from selecting a better deal portfolio from the same pipeline. If for instance, the company prioritized 20 deals, Focus selected a different 20, with some overlap. Company lists might include late-stage or big deals that never closed, while Focus substituted earlier-stage opportunities that did. Focus identifies better deals to work on earlier in the quarter.
Funnelcast Focus portfolios produced 60% more in-quarter sales on average than company-priority lists.
Across 700 comparisons, the Funnelcast Focus ranking produced 60% more in-quarter sales on average than same-sized company prioritizations. That’s because the Funnelcast Focus portfolio is always on the Efficient Frontier.
See how the Efficient Frontier for Sales works.