At most companies, leadership would have thrown a few people at the problem and called it a day. But not at Drata.
Drata’s leadership team embarked on a two-step process. First, bring on the right people to tackle this big, bold challenge. And second, provide them with purpose-built systems, real-time data, and a clear framework to deliver measurable impact.
For this, Drata turned to the Clari Revenue Platform.
Training the team to forecast with confidence
For a brand new account management team, forecasting was uncharted territory. Many of the new hires had never called a number before, let alone two numbers (expansion and churn), or worked with concepts like best case, commit, or pipeline health. Clari became their training ground, providing the tools and visibility they needed to learn the art and science of forecasting.
Managers used Clari to guide their team through forecasting exercises, teaching them how to break down complex account data and defend their calls with confidence. This hands-on training not only upskilled the team but also laid the foundation for a new revenue culture.
Driving precision and accountability in forecasting
Clari became the backbone of Drata’s forecasting process. The platform enabled real-time visibility into deal status, account health, and engagement levels, helping the new Account Managers and Customer Success Group share forecasts that were built on data, not guesswork.
Every forecast call was grounded in Clari’s insights, with managers and leaders using the platform to inspect pipeline health, assess churn risk, and prioritize expansion opportunities. Drata’s CCO described it best: “If it’s not in Clari, it doesn’t exist.”
This data-driven approach created trust at every level — from frontline managers to the executive team.
Building future-ready customer success workflows
Beyond forecasting, Clari helped Drata move from reactive support to a proactive customer success model. Customized dashboards provided a unified view of account health, tracking metrics like renewal likelihood, expansion opportunities, and churn risk.
This visibility enabled CSMs and AMs to collaborate effectively, sharing real-time insights to strategize on renewals and growth opportunities. By integrating Clari into critical customer touchpoints, Drata’s team could identify and act on opportunities before they slipped away.
Scaling a high-performing revenue engine
Armed with Clari, Drata’s Customer Success Group evolved into a high-performing engine for growth. They not only hit their targets, but built a system that aligned with the company’s rapid development. Renewals became predictable, expansion opportunities were actively managed, and forecasting became a trusted process that informed leadership decisions.
Results: Redefining NRR and forecasting accountability
Drata’s transformation was an end-to-end reimagining of how the customer business could be a strategic driver of revenue growth. With Clari as the foundation, the company turned a brand-new team into a strategic, data-driven powerhouse. And the results speak for themselves.
Double-digit NRR growth
Within just one year, Drata’s evolved Customer Success Group delivered double-digit growth in net revenue retention (NRR). By managing renewals and identifying expansion opportunities, the team unlocked hidden revenue potential and set a new standard for customer success performance.
100% forecast accuracy in record time
Drata’s team achieved 100% forecast accuracy in week seven of their first ramped quarter, with their worst variance at just 7%. For a newly formed team, this level of precision was a major milestone and a testament to the disciplined processes they established.
Over time, this consistency became a core strength of Drata’s customer success operations, enabling better planning and decision-making across the organization.
Proactive revenue management at scale
Drata leveraged real-time data to monitor account health, mitigate churn risk, and capture growth opportunities. AMs and CSMs worked seamlessly together, sharing insights and strategies backed by Clari’s analytics.
A culture of accountability and trust
Drata’s Customer Success Group built a reputation for consistent, defensible numbers, earning trust across the organization. Leadership embraced the insights provided, using them to inform strategic decisions with confidence.
Building on a foundation of revenue precision
