Case Study / Resonate & BoostUp
Facing issues like weak rep engagement with Salesforce, data complexity, and challenges in data interpretation, Kristina Emminger, Senior Director of Sales Strategy at Resonate was looking for a solution. With BoostUp, they achieved improved forecasting accuracy, better visibility and data curation, and increased rep productivity.
Guest
Kristina Emminger
Senior Director of Sales Strategy @ Resonate
Kristina Emminger, who's been with Resonate for 12 years, manages sales operations and revenue operations under the Chief Revenue Officer. With Resonate’s diverse product offerings and its scaling trajectory, BoostUp plays a pivotal role in forecasting, deal management, and pipeline management.
For Kristina, beyond the capabilities of BoostUp and RevBI, it’s the people behind the software that stand out, becoming an extension of the Resonate team and earning her trust and reliance.
For sales reps who have traditionally been averse to updating Salesforce, BoostUp offers a transformative experience. With its intuitive interface, reps can easily access all relevant deal data on BoostUp, making adjustments on-the-go.
Tapping into the competitive spirit of salespeople, BoostUp’s scoring and grading system motivates them to strive for excellence. BoostUp changes how reps perceive and interact with their deals.
At Resonate, updating and tracking the pipeline was once a tedious task. But with BoostUp, it's become a seamless experience. Even their CRO finds himself immersed in BoostUp, leveraging its capabilities to bring clarity to their complex sales process.
Unlike other sales software that might be intricate and challenging for many to grasp, BoostUp stands out with its simplicity. Kristina compares it to the iPhone in the world of sales software – intuitive and user-friendly, even for those not tech-savvy.
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.