Resonate faced substantial challenges in their sales operations. The sales reps’ reluctance to update Salesforce consistently muddled the understanding of deal statuses. "We didn't know what was going on in a deal. So we needed constant updates" said Kristina Emminger, Senior Director of Sales Strategy at Resonate.
They were deep in the thickets of complex data management with different deal types, verticals, and teams. "We have a really complicated set of businesses here."
Further complicating matters was the task of making sense of the massive amounts of data in Salesforce. Managers could only see a piece of the pie without the surrounding context. "You'd have to go through all the activity history. It wouldn't be on the opportunity level." Constant reporting proved laborious, "You can't scale if you're on Excel, you can't, all you'll do is reporting."
The transformation BoostUp brought in was immediate and evident. Forecasting became more accurate and in sync. "Our forecasting got better. Now managers make their commits, the reps make their commits. Pretty much everybody's on the same page." BoostUp provided a bird's-eye view of deal statuses, engagements, and other relevant deal metrics. "Now we have the ability to actually see what was really said during the calls."
BoostUp's approach to sales operations brought out the best in the sales reps. Using scores and color indicators like green for promising deals and red for challenging ones, the platform tapped into the reps' competitive nature, encouraging them to improve their pipelines. "The scoring works because they are competitive. So if they're all in green and their colleague's all in red, that becomes a huge, like competitor type situation."
But what truly distinguished BoostUp was not just the software but the team behind it. "Software is amazing, but the people... I almost feel like they're on my team" Kristina said, highlighting how invaluable the BoostUp team was in crafting tailored solutions and even helping Kristina’s team navigate Salesforce configurations.
This underscores the value that BoostUp brought to Resonate, helping them with their sales operations and setting them on a trajectory of increased efficiency and productivity.