Before Useful, ‘is this deal real?’ was a gut-feel conversation. Now we have an objective measure. Commit and best case deals must be 70% or greater on MEDDICC scoring. If your deal is at 50%, we're not debating whether it belongs in the forecast—the data is telling us it doesn't. Reps are more proactive about shoring up qualification gaps, and managers can coach to specifics instead of hunches.
John Donnelly, III
CRO | Vantaca
Useful constantly surfaces things I didn’t even know to look for. It’s become our team's early-warning system, de-risking deals before problems ever hit the forecast.
Before Useful, I’d ask reps about their deals, they’d tell me they were confident, and I’d go with my gut on who to trust. But the data in Salesforce was always stale—MEDDICC reviews weeks old, next steps vague, no real sense of whether a deal was moving or just busywork. With Useful, I can see which deals actually have the same qualification signals as our wins, and that data updates automatically after every call. We’ve been above 90% forecast accuracy since implementing Useful, and that’s not a coincidence.
Brady Fox
SVP Revenue
RudderStack
We run a high-volume pipeline, and you can only inspect 2-3 deals in a 30-minute 1:1. Before Useful, reps would talk about whatever deal they had a good story around—not necessarily the one that actually needed attention. Useful surfaces the unknown unknowns: the bigger deal that's way more at risk but also way easier to solve for. Now we spend our coaching time on what matters instead of what sounds good.
Scott Shepard
Head of Sales
Tremendous
I use Useful before I head into any call, whether that be a demo or pricing negotiation. It gives me a reality check on where I'm at in a deal, and what I need to ask to get to where I need to be. This changes the game for both AEs and sales leadership.
