The Problem

Outdated processes, poor visibility, and missed revenue signals.

As Commvault scaled globally, its revenue operations processes struggled to keep pace. The team faced a series of interconnected challenges:

• Fragmented data and outdated processes: Spreadsheets and Salesforce reports were often stale, leading to reactive discussions rather than proactive planning.
• Inefficient forecast calls: Forecast meetings were consumed by status updates instead of strategic deal review.
• Inconsistent visibility across regions: Forecasts from EMEA, APJ, and the Americas often varied, creating friction among Sales, Customer Success, and Finance.
• High risk of missed revenue: Complex enterprise deals often hid subtle risks, which surfaced too late, threatening quota attainment.

Stephanie Joyce, AVP - SaaS Sales & Demand Gen at Commvault, described it:
"Forecast calls turned into status updates instead of real deal strategy. It was hard to see which opportunities were truly healthy and which ones were slipping."

Sean Mulhern, VP - GTM Operations at Commvault, added:
"Every forecast cycle felt like a scramble to reconcile numbers rather than trust them."

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The Solution

AI-powered forecasting, deal scoring, and automation

Commvault turned to MaxIQ to transform forecasting and pipeline management from reactive to predictive:

• Signal-Based Forecasting: MaxIQ identifies risks, gaps, and actionable next steps before meetings, allowing managers to coach reps on the right deals at the right time.
• Deal Health Scoring: Reps can quickly evaluate complex deals, surface risks, and focus on the most impactful opportunities.
• Automated CRM Updates: AI captures adoption and engagement signals, updating Salesforce fields without burdening reps.
• Cross-Team Alignment: Sales, Customer Success, and Finance share a single source of truth for pipeline, forecasts, and expansion opportunities.
• Scenario Planning & QBR Support: MaxIQ enables real-time modeling of multiple scenarios, helping leadership make strategic, forward-looking decisions.

Stephanie added:
"Now our forecast and pipeline calls are focused on action. MaxIQ surfaces the risks, gaps, and next steps before we even meet. As a manager, I can coach more effectively because I know exactly where to focus my time."

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The Impact

Clear forecasts, faster deals, stronger alignment

MaxIQ transformed Commvault’s revenue operations, driving measurable improvements across forecasting, pipeline management, and sales execution. Forecast accuracy improved dramatically, rising from less than 50% to 95%, giving leadership confidence to make proactive, data-driven decisions. Last-minute surprises at the end of the quarter were significantly reduced as risks were identified and addressed weeks earlier. Reps gained clarity and accountability, with full visibility into the health of their deals, while win rates improved due to a stronger focus on high-priority opportunities. CRM hygiene also became consistent and reliable, thanks to AI-driven automation that captured signals and updated records without burdening the sales team.

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Key impacts included:

• Saved high-value deals: A seven-figure renewal flagged as at-risk by MaxIQ was re-engaged and successfully closed.
• Proactive strategy: Executives could act on accurate forecasts and make faster, more confident decisions.
• Increased win rates: Reps focused on the right deals, boosting conversion and overall revenue performance.
• Rep efficiency: Reduced time spent on manual tracking and data entry, freeing reps to concentrate on deal execution.
• Expansion pipeline insight: Product adoption signals surfaced within active opportunities, enabling timely engagement for expansion deals.
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What They Say

"MaxIQ gave us confidence in our forecast and clarity in our execution. It turned our pipeline from guesswork into a predictable system."

— Stephanie Joyce

"Everyone is looking at the same forecast view. Sales, Success, and Finance no longer argue over numbers. We’re aligned on a single source of truth."

— Sean Mulhern

"Seeing adoption signals inside active opportunities is a game-changer. It tells us where the expansion opportunities really are and when to engage."

— Stephanie Joyce
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Looking Ahead

Commvault plans to expand MaxIQ usage across additional teams and geographies, leveraging AI-driven insights to drive enterprise deal growth. By turning reactive forecasting into a predictable system, Commvault is now positioned to scale revenue confidently, execute deals efficiently, and maximize pipeline opportunities.a