How Camunda Drives Predictable Revenue Growth

Table of Contents

Turning uncertainty into scalable success with Clari

Camunda, a leading process orchestration platform, has demonstrated impressive growth in recent years- solidifying its position as a key player in the process orchestration & automation market. However, as Camunda experienced rapid growth, it became clear that a more sophisticated and scalable sales strategy was necessary to capitalize on this momentum.

Camunda’s revenue leadership team, led by Frederic Meier, Camunda’s SVP Sales, realized that achieving predictable growth required evolving to a uniform and disciplined view of pipeline, stronger forecasting capabilities, and the ability to make aligned decisions based on concrete insights.

Challenge

Streamlining workflows and enhancing data reliability for growth.

When Jennifer Kenyon joined Camunda as the Director of Revenue Operations, she and Frederic immediately partnered together to refine workflows, enhance forecasting processes, and surface critical insights hidden within existing data.

Clear opportunities emerged to refine deal management and gain deeper insights into ARR growth patterns. Leaders across the business- from sales to finance, marketing, and even to product- needed stronger visibility to make fully informed decisions.

Streamlining workflows and strengthening data reliability became central to Camunda’s vision for driving scalable, strategic growth. Greater visibility into pipeline health and more dependable forecasting would be key to confidently planning for the company’s bright future.

With Camunda’s strong culture of precision and process, leaders like Jennifer would need to thoughtfully approach the introduction of new tools.

The solution became clear: Camunda was ready to streamline operations and bring on the tools to drive the next phase of sustainable growth.

Solution

Build a revenue cadence to strengthen pipeline health, team alignment, and predictable growth

“We use Clari dashboards for week-to-week forecast calls. We use it for internal QBRs. Everyone knows how it all stacks up, not only for the current quarter, but into the future as well.”

Jennifer Kenyon

Director of Global Strategy & Operations at Camunda

To tackle operational challenges head-on, Camunda needed more than just patchwork fixes — they needed a comprehensive platform to transform workflows and elevate decision-making at every level.

Leadership recognized that achieving predictability would depend on three key factors: clear visibility into pipeline health; a disciplined approach to forecasting; and the ability to unify teams around reliable, actionable data.

As a result, Kenyon and her team at Camunda turned to Clari.

Enhancing visibility into pipeline health

Clari’s platform, including Copilot and forecasting tools, unified Camunda’s cross-functional leadership and frontline teams around a single source of truth- amplifying their ability to gain real-time insights into pipeline health and performance.

This enhanced visibility allowed Camunda to catch potential risks early, prioritize high-impact opportunities, and safeguard deals from slipping through the cracks. “Clari is 100% the reason we now truly understand our business,” Kenyon explained. “We wouldn’t have been able to do it without it.”

Creating discipline in forecasting

Camunda’s revenue operations team implemented Clari’s forecasting tools to bring structure and consistency to its sales process. The platform helped standardize forecasting practices across the organization, introducing standardized metrics for AEs like best case, commit, and pipeline coverage that provided a clear framework for revenue planning.

Aligning teams with reliable data

Clari fostered seamless collaboration between departments, uniting sales, marketing, and leadership around a shared set of reliable data. This alignment improved collaboration and enabled faster, more confident decision-making across the organization.

Results: Revenue confidence to support Camunda’s ambitious growth plan

“With Clari, I understand why our deals are slipping now. I understand where extra boosts are coming towards the end of sales cycles. And I feel like for the planning that my team is doing now for FY25, we actually understand the business we're planning for.”

Jennifer Kenyon

Director of Global Strategy & Operations at Camunda

In just months, Camunda elevated its revenue operations to a model defined by confidence, alignment, and data-backed decision-making. These changes laid the groundwork for the company’s ambitious growth pathway.

Here’s how Camunda unlocked its full revenue potential.

Reliable forecasting unlocks smarter planning

Camunda has a clear, real-time view of its pipeline health, making it possible to anticipate challenges and opportunities with precision. As Kenyon puts it, “With Clari, I understand why our deals are slipping now. I understand where extra boosts are coming towards the end of sales cycles. And I feel like for the planning that my team is doing now for FY25, we actually understand the business we're planning for.”

By integrating Clari into their weekly forecast calls and internal QBRs, Camunda’s leaders have turned data into actionable insights, enabling them to confidently plan for growth and course-correct when needed.

Team alignment drives better decisions

Revenue precision created alignment across Camunda teams. Clari’s platform unified everyone, from AEs to senior leaders, around the same source of truth. This shared perspective has replaced guesswork with confidence, allowing stakeholders to focus on driving strategy instead of debating the data.

As Kenyon put it: “We’re all speaking the same language, looking at the same data.”

A culture of trust and accountability

Camunda’s move to a data-driven revenue operation reinforced its culture of transparency and accountability, further aligning teams for success. With clear insights into performance and pipeline health, the team continued to embrace collaboration and celebrate successes.

By recognizing contributions and reinforcing trust in its processes, Camunda evolved its workflows into a well-aligned, motivational framework across the organization.

Positioned for scalable, strategic growth

“Clari is 100% the reason we now understand our business. We wouldn’t have been able to do it without it.”

Camunda’s revenue team isn’t just meeting today’s demands — it’s laying the groundwork for future success. With reliable workflows and forecasting deeply integrated into their strategy, the team is well-equipped to support Camunda’s ambitious ARR target.

Looking ahead, Camunda plans to leverage Clari insights across the business. Revenue teams are using Clari’s platform to improve competitive positioning and refine long-term cross-functional planning. “The whole business is getting benefit, even if they’re not directly on Clari Forecasting,” Kenyon said. “We have reps posting Clari co-pilot calls to wider channels and saying, ‘Hey, listen to this one.’”

This scalable foundation positions Camunda to adapt and thrive in an evolving market. By embedding revenue precision into every level of its operations, it unlocked growth and built a culture where data and collaboration fuel every decision.

Learn to drive predictable revenue growth like Camunda and transform your sales culture today.

Request a demo