Mergers and acquisitions (M&A) don't wait. When a deal is in motion, the investment banks, PE firms, and corporations managing it need to move fast—and so does the software that supports them.
For Datasite, that urgency is a business reality that flows all the way down to how their Sales Development Representatives (SDRs) work their leads.
Before Predict, Datasite's SDR team worked opportunities the traditional way: leads entered a queue, SDRs pulled them out one by one, and every lead got roughly the same treatment. High-potential prospects weren't always prioritized, SDRs spent time on leads unlikely to convert, and leadership had limited visibility into where to invest resources.
"We wanted to give our SDRs higher-value leads that we knew we could get a meeting for or win," said Christy Scott, Vice President of Client and Service Enablement at Datasite. "We wanted them working the leads that would really move the needle."
With Predict, that changed. Predict scores and prioritizes leads based on behavioral signals, allowing SDRs to focus on the prospects most likely to convert directly within their CRM. Instead of a flat queue, their team works from a dynamic, data-driven list, with clear explanations for why each lead is scored the way it is.
The impact was immediate: meeting set rates and win rates were higher, and Datasite saw a measurable lift in SDR productivity.
"The increase in productivity has surprised us most. Knowing where SDRs and CS teams should put their time has made a huge difference."
Datasite didn't stop at prioritization. For lower-scored leads, the team introduced Agentforce to automate outreach, ensuring those prospects receive targeted communications even when the SDR team is focused elsewhere.
Rather than letting lower-priority contacts go untouched, Agentforce keeps them engaged with personalized outreach, extending the team's reach without adding headcount.
"We're connecting with people that we probably never would have gotten to," Scott said. "It's been pretty awesome."
Together, Predict and Agentforce ensure every lead gets the right level of engagement rather than a one-size-fits-all sequence.
On the customer success side, Datasite faced a different challenge. Before Predict, the team relied on a manual Salesforce process to surface feature recommendations. It “got the job done,” but it was effort-intensive, reactive, and not always precise.
Now, Datasite uses Predict to analyze product usage, user role, and behavioral patterns to identify customers with a high propensity to adopt specific features, and flags them before they even think to ask.
When a customer's risk score changes or an adoption opportunity surfaces, Customer Success Managers (CSMs) get an alert directly in Slack, with human-readable explanations of what's driving the signal and clear next steps aligned to existing playbooks.
Armed with those insights, CSMs can proactively reach out, recommend the right features at the right time, and offer training before issues arise.
"It's changed our process quite a bit," Scott said. "We're able to be much more proactive and have higher-value interactions with our clients."
For Datasite, Predict is delivering impact at both ends of the revenue lifecycle. On the sales side: higher meeting rates, improved win rates, greater SDR efficiency, and revenue generated from leads that previously went untouched.
On the customer side: stronger feature adoption, increased product stickiness, and a CS team that engages at key moments in the customer journey, not just when something breaks.
What makes it work is the ability to act on predictions immediately—within the tools reps already use—with a clear "why" behind every score and a clear path to the next best action.
"It's a game changer," Scott said. "You look at interactions with clients differently when you have this information to be proactive instead of reactive."
Datasite is continuing to expand its use of Predict across both sales and customer success: deepening adoption insights, layering in additional automation, and building toward a customer engagement model that's entirely driven by behavioral signals rather than gut instinct.
As Scott puts it:
"Pendo is helping us move the needle on a lot of the things we want to accomplish. It's making us look at how we can do more to engage our clients and help them use our application at a higher level."
For a company built around helping clients close deals faster and extract maximum value from every transaction, that shift from reactive to proactive may be the most important outcome of all.
