The cybersecurity race is on. To win, companies must guard against rapidly evolving threats and outpace rivals to claim their share of this exploding market. And they must do this in an environment where buying cycles are unpredictable and threat actors are constantly refining their tactics, techniques, and procedures (TTPs)
For top cybersecurity firms, staying ahead means rethinking the revenue playbook — modernizing processes, aligning teams, and deploying data to achieve predictable, scalable growth.
Predictable revenue growth: a competitive advantage
In cybersecurity, the ability to predictably scale revenue transforms chaos into clarity. It enables companies to identify risks early, prioritize high-impact opportunities, and align the organization to capture every dollar of potential revenue.
With predictable growth, leaders don’t just react — they anticipate. Decisions are bolstered by real-time insights, a unified understanding of the pipeline, and the confidence to act proactively rather than defensively.
This approach drives consistency, even in a market defined by uncertainty.
How do companies achieve this level of precision? By focusing on three foundational pillars: disciplined processes, unified data, and proactive decisions.
Build disciplined processes
Predictability starts with standardization. Disciplined processes eliminate guesswork, align teams, and ensure every part of the revenue machine works in lockstep. This operational rigor allows companies to consistently execute at scale.
Unify data for clarity
Siloed data clouds judgment and creates blind spots. Cybersecurity leaders centralize their revenue data into a single source of truth, giving teams actionable insights into pipeline health, deal progress, and potential risks.
Make proactive decisions
In a fast-moving market, waiting isn’t an option. Companies with predictive analytics and real-time insights can adjust strategies on the fly, act early to prevent risks, and capture opportunities before they slip away.
Clari: the engine that powers predictable growth
Top-performing cybersecurity companies rely on Clari to seamlessly integrate the three pillars of predictable growth.
By centralizing revenue operations into a single, actionable platform, Clari equips revenue leaders with the clarity to eliminate guesswork, the tools to execute with precision, and the insights to stay ahead of the competition.
Let’s look at how industry leaders like Fortinet, Okta, SentinelOne, and F5 Networks have unlocked revenue precision and scaled predictable growth with Clari.
Scaling Growth with a Unified Revenue Process
Fortinet, a global cybersecurity leader serving over 500,000 customers, faced a challenge common to large, complex organizations: scattered data, siloed teams, and a lack of visibility into revenue risks.
To address these challenges, Fortinet used Clari to create a “single source of truth,” centralizing revenue data, aligning cross-functional teams, and standardizing forecasting processes.
The results:
- 97% forecast accuracy: Leadership gained visibility into deal progress and pipeline health, identifying risks early.
- Operational scalability: Reliable data allowed optimized resource allocation and reinvestment decisions.
- Team alignment: Sales, marketing, and customer success teams collaborated seamlessly, driving consistent execution.
Fortinet transformed fragmented data into actionable insights, scaling with confidence and setting a standard for operational excellence in cybersecurity.
"Clari helps us improve our data quality. The better our data is, the better our conversations and coaching sessions are at every level – from managers and reps, all the way up to our executive team."
- Matthew Schwartz, VP of Sales Operations at Fortinet
For more on how Fortinet reached 97% forecast accuracy and optimized revenue operations, read the full breakdown here.
Forecasting as a Cultural Transformation
As Okta prepared for its IPO, it faced a challenge that often derails high-growth companies: a chaotic, manual forecasting process. Sales reps relied on “best guess” numbers, creating inconsistent and subjective forecasts that leadership couldn’t trust.
To meet market demands and sustain long-term growth, Okta revamped its forecasting approach with Clari. Okta introduced clear processes, redefining pipeline metrics, and creating unified, real-time visibility.
The results:
- Balanced pipeline: Weighted forecasting and pipeline generation ensured reps had sufficient coverage to meet goals.
- Structured cadence: Regular cross-functional meetings aligned teams and drove accountability.
- Centralized insights: Clari gave leadership real-time visibility into deal progress and pipeline health, eliminating surprises.
With Clari, Okta gained the predictability needed to navigate its IPO with confidence. Leadership operated with clarity, trust, and alignment, turning a once chaotic process into a disciplined engine for scalable growth.
"The combination of current quarter progress and future quarter pipeline in Clari is a huge competitive advantage. It guides where we allocate resources and spend for future growth."
- Bill Losch, Advisor and Former CFO at Okta
For details on how Okta created a balanced pipeline and improved revenue forecasting in three easy steps, check out the expanded case study here.
Empowering CROs with Revenue Clarity
SentinelOne, a global leader in AI-powered cybersecurity, has seen rapid growth as organizations turn to its cutting-edge solutions to combat evolving threats. For the company’s Chief Revenue Officer (CRO), Mark Parrinello, managing this growth meant navigating the complexities of scaling a global sales organization while ensuring operational precision.
From forecasting accuracy to pipeline health and team performance, Parrinello needed clear, actionable insights to guide decisions and maximize impact. He turned to Clari for a centralized platform that could empower his team to deliver predictable growth.
As Parrinello put it: “You need the art of knowing your deals and teams, but you also need the science to guide deeper inspections and show you where to focus. Clari helps us strike that balance and scale smarter.”
The results:
- Daily revenue insights: Key dashboards provided real-time accuracy, future predictions, and at-a-glance pipeline health.
- Smarter inspection: AI-powered insights guided leaders on where and when to focus inspection efforts.
- Seamless integration: Clari became part of the organization’s rhythm, aligning teams with consistent data and insights.
For SentinelOne, Clari has transformed revenue operations into a competitive advantage. Leadership no longer relies solely on instinct or outdated tools to manage growth. Instead, they leverage Clari to inspect pipeline health, improve team ramping, and make data-driven decisions with confidence.
"Using a forecasting process [in CRM] that was built 30 years ago, is 'doable', but it's not going to take you where you need to go - whether that's $100MARR, Series D, E, F or IPO. Clari was built for the 21st century with predictive analysis we actually use to inform critical business decisions."
- Mark Parrinello, CRO at SentinelOne
To hear how SentinelOne’s CRO, Mark Parrinello, uses Clari to manage his organization every day, check out this video interview.
Transforming Revenue Collaboration at Scale
F5 Networks, a Fortune 1000 company, faced a growing problem: their heavily customized CRM system, with 30,000 lines of code, had become unwieldy.
The platform was slow to innovate, inaccessible to leadership, and lacked the flexibility to meet the needs of a global sales team managing both hardware and software revenue streams.
Clari replaced these inefficient processes with a centralized platform, unifying data across product lines and providing actionable insights.
The results:
- Real-Time Visibility: Pipeline health was broken down across hardware and software for accurate forecasting.
- Flexible Ownership: Revenue teams gained independence from IT, implementing changes faster.
- Enhanced Collaboration: Managers accessed deal progress in real time, improving coaching and focusing on high-impact opportunities.
F5’s revenue teams now operate with confidence and control. Leadership relies on Clari’s advanced insights to call accurate forecasts, plan resources effectively, and align cross-functional efforts around shared goals.
To learn how F5 Networks moved from four tools and over 30,000 lines of code to a single unified revenue platform, read the full story here.
Operational excellence: redefining success in cybersecurity
In the cybersecurity space, operational excellence is the dividing line between industry leaders and slow-to-react followers. Companies can no longer afford to rely on intuition or outdated processes when the stakes are so high.
The winners in this space — companies like Fortinet, Okta, SentinelOne, and F5 Networks — prove that disciplined revenue operations, cross-functional collaboration, and real-time insights are key to thriving in an unpredictable market.
With Clari, these organizations have unified their data, streamlined their processes, and turned operational rigor into a sustainable growth engine. The result? Revenue teams that maximize opportunities and instill investor confidence.
Discover how Clari can help your revenue team achieve predictable revenue and operational excellence. Schedule a demo today.