Business Challenge

Telular, a high-tech communications device manufacturer, needed a better way to create and manage their sales forecasts.

Sales pipeline data was gathered in Excel spreadsheets, which meant creating forecasts was a cumbersome and inaccurate process. The inefficient forecasting process made inventory management more difficult, and the impact was felt across the organization.


Wave6 tailored Telular’s Sales Cloud implementation to streamline the forecasting and reporting process:

  • New custom forecast report automatically pulls opportunity data from across Salesforce

  • Managers can easily compare forecasts side-by-side

  • Sales reps are notified of forecasts and can update and modify forecasts in real time

  • Final forecast reports can be exported into spreadsheets and shared with the operations team for product management and inventory planning

The Results

“We are thrilled with our new Salesforce forecasting application,” says Greg Richards, Vice President of Finance at Telular. “By automatically gathering and presenting relevant sales pipeline data and giving sales reps an easy interface for forecasting, the Wave6 solution reduces forecast cycle time and increases accuracy. The sales managers no longer have to gather pipeline data manually, and the operations team has much better visibility to the opportunities behind the forecast, which leads to better inventory planning decisions.”

Communication between managers and reps is greatly improved, and the operations team now receives the timely, accurate forecast data they need.