In-Situ Increased Win Rates by 40% with Fullcast Revenue Intelligence
At a glance
improved win rates by helping reps prioritize high-impact deals
increase in revenue by creating trust in their forecast
increase in deal velocity by gaining visibility in relationships
Who Is In-Situ?
“When my CEO saw the improvements in hitting the forecast, he was sold. Ebsta has made it easier to see the improvements across our business.”
David Wilson
VP of Sales
In-Situ is a global leader in designing and manufacturing advanced instrumentation for monitoring the world’s critical water resources.
But as the company scaled, a lack of visibility into customer relationships and unreliable sales data created deep uncertainty. This distrust in their pipeline and forecasts put their revenue goals at risk, threatening to stall their momentum.
The Challenge
Unreliable Forecasts
A fundamental lack of trust in their CRM data created unreliable forecasts and a complete blind spot on customer engagement.
Relationship Drain
When reps left the business, they took valuable customer relationships and institutional knowledge with them, putting revenue at risk.
Operational Drag
Poor data quality and time-consuming manual processes slowed down the sales team and undermined data integrity.
The Solution
Build certainty and trust into your sales process. Made possible with Fullcast.
A Single Source of Truth for Sales Data
Fullcast automated data capture to create an accurate, up-to-date view of the CRM. This eliminated manual processes, eradicated data-related doubts, and established a trusted foundation for the entire sales process, from rep activity to leadership forecasting.
Complete Relationship Intelligence
By mapping every interaction, Fullcast gave In-Situ a clear, quantifiable view of relationship strength across every account. This critical intelligence was retained within the business, protecting against knowledge loss from rep turnover and ensuring customer engagement never faltered.
Actionable Deal and Pipeline Insights
Fullcast transformed raw data into actionable insights, helping the sales team identify at-risk deals and prioritize opportunities with the highest chance of closing. This data-driven focus empowered reps to spend time on what mattered, directly improving win rates and shortening sales cycles.
Predictable Forecasting and Coaching
With trusted data and clear pipeline visibility, managers could run more effective coaching sessions and build forecasts with confidence. The newfound accuracy earned C-suite trust and made it easier to track and prove performance improvements across the business.
The Results
Certainty, Clarity, and Accelerated Growth.
High-Impact Prioritization
Fullcast provided In-Situ’s reps with actionable insights to identify which deals to focus on. This approach boosted win rates by 40% by ensuring sales efforts were always directed at the most promising opportunities.
C-Suite Confidence
By creating a single source of truth for all sales data, Fullcast eliminated doubt and built trust in the pipeline. The result was highly accurate forecasting that earned boardroom confidence and powered a 27% increase in revenue.
Relationship-Powered Velocity
Fullcast’s complete visibility helped In-Situ identify and overcome deal friction. This accelerated the sales process, increasing deal velocity by 1.6x and protecting critical relationship knowledge from employee turnover.
