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Revenue Empowers Reps to Exceed Quota by up to 120%
Technology Category
- Analytics & Modeling - Real Time Analytics
- Platform as a Service (PaaS) - Application Development Platforms
Applicable Industries
- Education
Applicable Functions
- Sales & Marketing
Use Cases
- Real-Time Location System (RTLS)
- Time Sensitive Networking
Services
- Training
The Challenge
The case study revolves around a provider of benefits administration, technology, broker and consulting services, and payroll solutions to businesses of all sizes. The onset of the Covid-19 pandemic posed a significant challenge to the company. They needed a telephony solution that would not only enable remote reps to connect with more key decision makers but also provide deeper insight into the conversations that sales and customer service reps were having with buyers. Additionally, managers were facing the challenge of needing to 'be everywhere at once', finding it difficult to identify who needed coaching, why they needed it, and how to provide it effectively.
About The Customer
The customer in this case study is a provider of benefits administration and technology, broker and consulting services, payroll solutions, and other comprehensive tools and strategies to businesses of all sizes. They serve a wide range of businesses, from small startups to large corporations. The company was facing challenges in maintaining effective communication and coaching for their remote reps during the Covid-19 pandemic. They needed a solution that would not only enhance their sales engagement but also provide deeper insights into the conversations their reps were having with buyers.
The Solution
To address these challenges, the company implemented the Revenue.io platform. This platform was chosen because it could solve sales engagement, coaching, insight, and more within a single platform. As stated by their Head of Sales and Marketing, the platform could achieve in one solution what they were previously utilizing many different platforms to accomplish. This consolidation of solutions allowed the company to streamline training processes, supporting faster onboarding time. The RingDNA Global Communications Hub, part of the Revenue.io platform, empowered reps to dial and have more conversations with key decision makers. Additionally, all calls, dispositions, and other crucial data points were automatically logged in Salesforce, providing managers with a real-time view of reps’ activities and outcomes, even when reps were working remotely. The platform's Conversation AI and Moments™ features also enabled sales managers to scale the expertise of top performers and provide reps with real-time contextual guidance.
Operational Impact
Quantitative Benefit
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