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Revenue.io > Case Studies > NFI Industries Boosts Sales Productivity with Revenue.io

NFI Industries Boosts Sales Productivity with Revenue.io

Technology Category

Functional Applications - Transportation Management Systems (TMS)

Applicable Industries

Oil & Gas
Transportation

Applicable Functions

Logistics & Transportation
Sales & Marketing

Use Cases

Last Mile Delivery
Transportation Simulation

Services

Training

The Challenge

NFI Industries, a leading North American supply chain solutions provider, was facing challenges in managing sales reps and improving sales productivity. The company's previous sales engagement solution did not provide the ability to easily track, report on, and understand the impact of sales efforts across the team. In an industry characterized by heavy competition and long, strategic sales cycles, NFI needed a better way to create a sales pipeline and win deals. The company was in search of technologies that could allow managers to better track sales performance, manage daily activities, and report on the sales pipeline as a whole.

About The Customer

NFI Industries is a fully integrated North American supply chain solutions provider. The company generates over $3 billion in annual revenue and employs more than 15,000 associates. NFI owns facilities globally and operates approximately 60 million square feet of warehouse and distribution space. Its dedicated fleet consists of over 4,600 tractors and 13,000 trailers operated by 3,800 company drivers and leveraging partnerships with 500 independent contractors. NFI has a significant drayage presence at nearly every major U.S. port, leveraging the services of an additional 1,000 independent contractors. The company’s business lines include dedicated transportation, distribution, brokerage, transportation management, port drayage, intermodal, global logistics, ecommerce fulfillment, and real estate.

The Solution

NFI Industries found the solution to their challenges in Revenue.io. The Revenue.io team ensured that NFI could achieve fast, measurable results even before implementation. With the help of RingDNA, a feature of Revenue.io, reps could easily dial prospects from a single location while gaining all the necessary contextual information for successful calls. Additionally, the implementation of Conversation AI made sales managers more effective. Instead of sitting with each rep for an hour to listen to calls and provide feedback, Conversation AI allowed NFI to record conversations and provide feedback directly within the platform.

Operational Impact

The implementation of Revenue.io and its features, RingDNA and Conversation AI, led to significant productivity improvements for NFI Industries. The RingDNA Global Communications Hub not only improved productivity but also provided much-needed insight into sales efforts. With automatic capture of key metrics in Salesforce dashboards, NFI could see a real-time view of which sales efforts were impacting pipeline and revenue. Conversation AI empowered managers to have a much bigger impact with coaching, leading to dramatic improvements in revenue. The platform's ability to record conversations and provide feedback directly within the platform saved time and improved the effectiveness of sales coaching.

Quantitative Benefit