The team at Branch deals with a very high volume of sales opportunities. With each salesperson juggling several dozen deals, their forecasting process within Salesforce was chaotic. Like most instances, it required lots of custom work to get right, and even then, it was far from perfect. In addition, sales stage progression and forecasting relied on gut-feeling from sellers, and it was difficult to examine the entire pipeline, get a full understanding of deals, their progression, and potential risks. Further, while their sales process keeps a close eye on contacts actively involved in a deal, they don’t track other people who may be CC’ed on emails or attend meetings that later become a Branch user but aren’t actually in the CRM. Lack of visibility. The CRM alone did not provide enough in

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