The Challenge
As RLDatix expanded its product suite and global customer base, its sales organization became more complex and diverse. With a growing pipeline and distributed teams, the company needed a way to:
- Track sales data quality and improve Salesforce usage across teams
- Increase forecasting accuracy to inform timely resource and investment decisions
- Identify and focus on high-quality opportunities more strategically
- Establish process discipline and sales accountability across regions and reps
The existing sales forecasting process lacked the precision needed for a company operating at this scale—especially in a mission-critical industry like healthcare.
RLDatix is a global leader in governance, risk, and compliance (GRC) solutions for healthcare organizations, helping over 4,000 customers in 19 countries deliver safer, more efficient care.
Their software supports everything from clinical feedback to provider and contract management—impacting hundreds of millions of patients around the world.
”How would I describe SalesChoice? … My secret weapon for forecasting! Sales reps benefit from the focus it brings to their best quality opportunities. Over time, we expect to learn what really drives success—and optimize our sales process around it.
John SellesFormer Director of Sales Operations
The Solution
SalesChoice was implemented directly into RLDatix’s Salesforce instance, delivering value almost immediately. The AI models were customized to align with the company’s unique sales process and team structure, and team members received in-depth training to embed SalesChoice insights into their daily workflows.
Key solutions included:
-
Predictive scoring and opportunity ranking, customized for RLDatix’s pipeline and sales logic
-
Ratio-based forecasting, providing a second lens to validate manager forecast calls
-
Data quality alerts, highlighting incomplete or missing CRM fields
-
Explainable AI insights, enabling reps and managers to understand the “why” behind predictions
-
Sales dashboards, offering managers one-click access to pipeline reviews and opportunity prioritization
Sales managers now rely on SalesChoice to augment and validate forecasts, identify weak spots in the pipeline, and guide reps toward the most promising opportunities. The result is a more confident, data-driven sales culture.
The Results
The impact was measurable from the very first quarter:
-
87% overall forecast accuracy
-
91% win prediction accuracy
-
Increased sales discipline and visibility into sales process adherence
-
Improved Salesforce adoption through targeted data quality insights
-
Sharper opportunity focus, allowing reps to prioritize deals with the highest likelihood of closing
At the current rate, with highly conservative estimates, a boost in sales productivity was expected to result in 317% ROI from the deals closed over the next 3 years for BS&S, thanks to an increase in both new and renewal deals to the tune of $8.8M.
