case study
How Calligo Transformed Their Revenue Performance Using AI
Calligo are committed to uncovering valuable data insights, driving informed decision-making, and fueling innovation, through its dedication to unlocking the potential of data and embracing cloud opportunities.
The Challenge
Calligo faced challenges related to the visibility and insight into future revenue performance. With a goal to grow revenues and profitability by 25% and strengthen its position as a leader in managed services, the company needed a comprehensive understanding of its financial trajectory and the impact of decisions across various departments.
Why Planr
Eliminate Unwanted Surprises
Calligo’s CEO, Julian Box, sought an objective and intelligent view of business data tailored to his needs and the senior leadership team. Planr offered an executive overview with the ability to drill down into details, providing instant access to a clear and independent view of the business. It eliminated surprises and enabled a deeper understanding of the impact of decisions on sales, revenue performance, and future trajectory.
how calligo use planr
High Impact Data & Fast, Informed Decision Making
CEOs typically spend a lot of time processing presentations, reports, opinions and data from multiple sources. Now Calligo have an objective view of the impact of decisions taken across the business on sales and revenue performance and its future trajectory.
Senior leadership can see exactly what’s happening in sales, marketing, finance and resourcing. They can also build a reporting narrative around performance, to understand the impact of past and future decisions. Planr has become the key resource for bi-weekly updates with the CFO, CRO and Director of PMO, and board meetings.
Calligo's early results with Planr
Our sales strategy now uses intelligent data to focus on the types of deals we need to ensure revenue performance.
I was always confident in our future revenue performance but that has increased tenfold.
I have gained 1 hour a day thanks to the financial grip Planr gives me at a glance.
If we are at risk of missing a revenue target, I know about it. Planr gives me the insights and time to intervene and course correct.
Using Planr we have an objective view of the impact of decisions taken across the business on sales and revenue performance and its future trajectory.
Julian Box
CEO, Calligo
The results
Planr has shifted our behaviour in Calligo. It has been the basis for key improvements in how we plan, model, project, and report for revenue accuracy, forecasting, and assurance. The knock-on effect of these changes is informing our product, customer, and growth strategies.
I now have a Revenue Assurance Number (RAN) that shows at any time how we are tracking against targets. The management team have a stronger financial grip and can model scenarios based on the RAN to identify and address inhibitors to growth for Calligo.
CEOs typically spend a lot of time processing presentations, reports, opinions and data from multiple sources. Now I have an objective view of the impact of decisions taken across the business on sales and revenue performance and its future trajectory.
I can see exactly what’s happening in sales, marketing, finance and resourcing. We can also build a reporting narrative around performance, to understand the impact of past and future decisions. Planr has become the key resource for bi-weekly updates with the CFO, CRO and Director of PMO, and board meetings.
The accuracy of Planr’s modelling has already exposed tangible scenarios that would increase Calligo’s EBIDTA and revenues.
Planr assesses the health of deals in our pipeline and analyses whether they will be sufficient to reach sales targets. Our sales strategy is now based on intelligent data and focused on the types of deals we need to ensure revenue performance. I credit this with a 3% increase in revenue performance.
Calligo operates multiple revenue streams and most are recurring, but not all. Planr highlighted the opportunity to recognise non-recurring revenue sooner, which improved cash flow and has given us greater accuracy and visibility when planning future periods.
We have seen a big impact within the sales and marketing team since introducing Planr, namely a 10% decrease in time taken to close new business. We can now connect leads to booking, revenue and cash, and understand what is and isn’t working.
I estimate I have been able to repurpose 1 hour a day, now that Planr gives me an instant, always-on view of our revenue and cash performance.”
