Breaking down information siloes: Branch utilizes risk metrics from BoostUp to positively impact deal momentum.

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Last week, I sat down with Navid Zolfaghari, VP Sales, Americas, at Branch, a company that is transforming brands and users’ interactions across digital platforms. He shared with me one of the many use cases that their team is utilizing BoostUp.

The focus – Risk Management. By understanding deal risk, Branch sales leadership can positively affect deal momentum. Let’s dive in.

Branch, Before and After BoostUp


Before Implementing BoostUp:

Brandon Most, BoostUp: What were you doing before you started work with BoostUp? Could you measure deal risk or track deal momentum?

Navid, Branch: Lots of hacking in Salesforce, but it took a lot of sales ops bandwidth and still didn’t give the full picture of deal risk or deal momentum. 

Each sales manager and sales rep do their best to prioritize their accounts and opportunities, but it was based on a combination of gut and surface-level metrics. 

We didn’t have a tool in place that allowed us to look across all opportunities and really have a great understanding as to how they were truly progressing.

 

Brandon, BoostUp: So what did you rely on?

Navid, Branch: Great question. We relied on Salesforce for the most part.  We looked at the opportunity deal stage, and other variables such as deal size and projected close date. This, to some degree, gave us some focus, but it never really told the whole story.

 

Brandon, BoostUp: Tell me more. What didn’t Salesforce allow you to do?

Navid, Branch: It was challenging to look across all of our accounts and opportunities to determine where to prioritize our time and efforts best. There were several reasons for this:

  1. We manage a high volume of opportunities at a given time. Each sales rep can easily have a few dozen active opportunities each at various stages that they are managing. It’s challenging to have the most optimal output of activities across the right subset of opportunities at the right time.
  2. We mainly had seller reported data, but we were missing valuable information trapped in emails and calendar invites. We didn’t have a complete picture of our opportunities.
  3. Even if all the data was entered and tied directly into the accounts and opportunities, it was hard to know which deals were the most active, most likely to close. This made it especially hard for the sales managers to help coach our sales reps and accurately forecast.
 
After Implementing BoostUp:

Brandon, BoostUp: How are you using BoostUp to measure deal risk? How do you use that information to affect deal momentum?

Navid, Branch: With Salesforce, we weren’t able to look at the complete picture for an account or opportunity or across all opportunities.  BoostUp provides us with complete visibility into all sales activity, even the information trapped in emails, calls, calendars, and other the other sales tools we use at Branch. Now we can look at the complete picture, but BoostUp goes one step further and provides us an engagement score and sentiment risk analysis to help us better understand each account. 

* Sample demo data. For visual representation only. Not actual Branch data.

Brandon, BoostUp: What value does being able to prioritize opportunities by deal risk and therefore impact deal momentum provide you and your team?

Navid, Branch: By affecting just a few deals – either by focusing on going deeper or at-risk opportunities – that can translate to several million dollars of impact with enterprise-level deals. This doesn’t take into account the added benefit of giving the entire go-to-market team an account-based view on what is working and what is not. This includes opportunities for managers to have more effective coaching sessions with their reps instead of the standard interrogation that happens in most other companies.  

BoostUp provides us with full context and sentiment for everyone interaction, every touchpoint, and allows us to progress each deal with confidence. It seems simple, but today’s tools involve a lot of time wasted to stitch together the story, and it still loses context. BoostUp’s visualization tools help us do this in just a few minutes.   

* Sample demo data. For visual representation only. Not actual Branch data.

 Brandon, BoostUp: Thank you for taking the time to speak with me. I greatly appreciate you sharing this use case with us today.

Navid, Branch: I am happy to do so. Our team are active and heavy users of BoostUp. They love BoostUp because the platform provides them with a lot of value and allows them to do their job more effectively.

About BoostUp

BoostUp is the most accurate and complete sales intelligence platform on the market today designed to provide sales and operations professionals complete visibility into all sales activity, including information typically trapped in emails, calls, calendars, and other sales tools. We bring that information to light, helping companies achieve forecast accuracy, shorter sales cycle, higher win rates, greater pipeline strength, and increases sales rep productivity.