How Engie Achieved Accurate Revenue Forecasting with Salesforce

In business, accurate revenue forecasting is a core requirement for growth. It’s all about informed strategic decisions — giving decision-makers the tools to allocate resources effectively. However, creating accurate forecasts doesn't just happen, they require a focus on data and processes. In Fobes Magazine, Kirk W. McLaren writes, 'Integrating robust forecasting strategies position a business to capitalize on opportunities and shield against financial turbulence, making it indispensable for any thriving business today.' Indeed, accurate forecasting is critical to allocating resources to the right activities for business success.

Engie North America (Engie NA), a leader in renewable energy, faced a complex revenue forecasting challenge. With over 5,000 employees, a turnover exceeding $200 million, and a cross-entity business structure, the company needed a solution to accurately predict revenue across its operations.

The Challenge

With its intricate service and product offerings, forecasting revenue for a large renewable energy provider like Engie takes time and effort. Revenue visibility was a significant concern, complicated further by Engie's cross-entity structure, which required consolidated insights across multiple departments. Engie sought a reliable system to track and forecast revenue accurately to support strategic business decisions.

The Solution

Engie partnered with Endiem to leverage Salesforce's Sales Cloud. The solution involved creating a custom template to streamline revenue schedule creation, with essential project data fields populating it automatically. This setup allowed complex revenue calculation logic to work seamlessly in the background, giving Engie a real-time view of its revenue pipeline. With the new system, Engie now benefits from:

• Standardized Reporting: The solution standardized revenue reporting across Engie's multiple entities, ensuring consistency in forecasting.

• Accurate Revenue Forecasting: Engie now enjoys a reliable financial forecasting dashboard, allowing its team to make informed strategic decisions.

• Unified Revenue Pipeline View: A single dashboard provides an aggregated view of revenue streams, making it easy for Engie to monitor financial health at any time.

The Results

With accurate, standardized revenue forecasting, Engie transformed its financial planning capabilities. Gilbert Garza, Director of IT & Digital Applications at Engie, described the impact: "Accurate revenue forecasting in Salesforce is a complete game-changer. We can rely on our financial forecast dashboard for better strategic decisions." By achieving greater visibility and control, Engie is now better positioned for sustainable growth in the renewable energy sector.