How Snowflake Transformed Revenue Forecasting with GetOptimal

Superna had built a reputation for innovation, seamlessly securing the world's data against ever-evolving cyber threats. But while their product was undeniable, their internal revenue operations fought a different battle.

Spreadsheets, stale reports, and a reliance on gut decisions meant forecasting lacked the signal and clarity needed to match their pace of growth. "We were scaling fast, but our forecasting and revenue process just wasn't keeping up," explains Chief Revenue Officer Lou Fini.

Superna needed to rethink their internal revenue structure to bridge the gap between ambitious targets and the clear path to reaching them.

The Problem

Rapid growth outpaced legacy forecasting

With momentum on their side, Superna expanded their channel business. They shifted from perpetual licenses to a modern subscription-based model and intentionally took steps to strengthen their brand.

However, it wasn’t long before they noticed operational bottlenecks. In particular, sales and revenue operations became increasingly complicated and difficult to manage.

“We were juggling spreadsheets, stale Salesforce reports, and tribal knowledge,” Fini says. “Forecasting lacked clarity and signal. It was hard to know what was real.”


In many cases, team members built reports on incomplete or outdated information. As a result, Superna’s leadership team couldn't always trust the numbers in front of them, and forecast meetings involved just as many discussions based on gut instinct as on real data. Outside of the conference room, reps often spent less time selling and more time trying to stay on top of CRM hygiene.

A lack of visibility made planning hard, forcing the company to make decisions reactively. Superna desperately needed a system that could easily scale alongside the company and adapt as their needs evolved.

"Our process lacked the transparency and confidence we needed. We were flying partially in the dark.”

— Lou Fini, Chief Revenue Officer, Superna

The Solution

Real-time visibility, embedded methodology, and rep-ready insights

Superna turned to MaxIQ to improve control over revenue operations and unlock the clarity to continue scaling confidently.

“We needed a smarter and faster way to manage revenue predictability,” Fini says. “MaxIQ gave us that and more.”

MaxIQ effectively captured everything Superna’s team needed, making it visible and available in real time. One of the most attractive features was the signal-based forecasting, which is based on buyer signals, not stages. The AI-powered feature can spot gaps before they hit the forecast and surface risks before they snowball.

MaxIQ easily slipped into Superna’s existing tech stack, integrating processes like deal inspection and signal-based forecasting into the team’s daily workflow — no more chasing updates or hunting for correct information.

“MaxIQ made methodology adoption seamless,” Fini says. “Deal inspection became second nature. We had clear visibility into next steps, compelling events, close plans, and leaders could instantly assess deal quality and spot gaps.”

The shift was transformative. Leadership could finally trust the details in reports. Forecast accuracy improved, Superna sales reps regained focus, and project teams fully aligned around shared data and goals. Smooth automation and targeted data replaced hours of manual effort and busy work, making the entire company more efficient.

"Our forecast accuracy jumped from less than 50% to over 90%. That completely changed how we operated."

— Lou Fini, Chief Revenue Officer, Superna

The Results

95% forecast accuracy and improved win rates

The results Superna achieved using MaxIQ were both immediate and measurable:

• Superna’s forecast accuracy jumped from less than 50% to over 90%
• Win rates got a 25% boost
• Real-time pipeline visibility replaced stale, incomplete reporting
• Reps sharpened their focus on qualified deals, improving productivity and team morale
• Automation reduced busywork and cleaned CRM entries
• Superna’s leadership team gained confidence in decision-making and future planning

“There was no more spreadsheet gymnastics,” Fini says. “We finally had a single source of truth.”

The MaxIQ-driven transformation extended beyond process improvements, impacting overall results and brand effectiveness. Superna accelerated their ongoing business transformation, expanded across more storage environments, and further cemented their position a s a leader in the cyber storage sector.

“MaxIQ gave us the clarity, consistency, and confidence to scale.”

— Lou Fini, Chief Revenue Officer, Superna

Thanks to MaxIQ, Superna’s revenue engine now runs as smoothly and reliably as the robust cybersecurity company it supports. The fresh alignment between forecasting and execution has also strengthened Superna's ability to drive growth and respond to new changes.

“It was huge,” says Fini. “Reps weren’t wasting time chasing deals that would never close. The system stayed clean. Everyone had more time to focus on what matters.”

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Scaling faster, smarter, and with more precision

Pivoting to a more modern revenue infrastructure helped Superna build a better foundation for projected growth. MaxIQ has given the company a consistent, transparent system that is scalable and supportive of every part of the go-to-market journey.

Superna’s goal is to seamlessly secure the world’s unstructured data across every stage of the entire attack lifecycle. Combining the company’s existing technical leadership with renewed operational excellence helped put Superna where it needed to be.