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How Zenefits Increased Their Win Rate Using Gong
Technology Category
- Platform as a Service (PaaS) - Data Management Platforms
Applicable Industries
- Software
Applicable Functions
- Sales & Marketing
Use Cases
- Predictive Quality Analytics
Services
- Data Science Services
The Challenge
Zenefits, a cloud-based SaaS tool for HR teams, was facing a challenge with their early stage conversions falling off after the demo stage. They were unsure why this was happening and needed better information to understand where to focus their efforts to improve their sales reps’ early conversion and win rates. They wanted to dig deeper into their data to uncover opportunities they might be missing at both a macro and a micro level. The company’s sales cycle is parsed out in stages and they needed visibility mid-deal to turn insights into action right away.
About The Customer
Zenefits is a cloud-based SaaS tool for HR teams, with a focus on payroll and insurance. The company’s sales cycle is parsed out in stages. The sales team wanted to dig deeper into their data to uncover opportunities they might be missing at both a macro and a micro level. The information they uncovered improved their early stage conversion rate and their win rate with just one tool. They used Gong’s deal board to give senior leadership a macro-level view of their pipeline, which resulted in the decision to aim for better conversion rates.
The Solution
Zenefits used Gong’s customizable deal boards and insights to pinpoint opportunities to improve their sales reps’ win rates and early conversion rates. They used Gong’s deal board to give senior leadership a macro-level view of their pipeline. The data showed that, despite many opportunities available in stage two, prospects weren’t converting at a reasonable rate. Zenefits was able to tailor Gong’s deal board and deal insights, and focus exclusively on its unique team and company goals. Once this core issue was uncovered using Gong’s deal board, Cowles was able to use deal insights to drill down and understand what impeded conversions. Focusing on one area at a time allowed her to highlight and solve problems as quickly as possible.
Operational Impact
Quantitative Benefit
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