Carbon Black develops cloud-native endpoint security software to prevent malicious files from attacking an organization.

Carbon Black was delivering up and to the right results, but each quarter was a herculean lift to predict and report revenue. Scattered sales processes and deals coming in at the end of the quarter left the team in a scramble to report results to the board of directors each quarter.

With a fast-approaching IPO, Carbon Black rebuilt its sales playbook from the ground up to increase accuracy in its forecast and deliver results with confidence.