Pipeline Insight Case Study: Vungle
Company Size
200-1,000
Region
- America
- Europe
Country
- Germany
- United Kingdom
- United States
Product
- Pipeline Insight for Sales Analytics
- Salesforce.com
Tech Stack
- Salesforce.com
- Sales Process Analytics Tool
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Customer Satisfaction
- Productivity Improvements
- Revenue Growth
Technology Category
- Analytics & Modeling - Predictive Analytics
- Application Infrastructure & Middleware - Data Exchange & Integration
Applicable Industries
- Professional Service
- Software
Applicable Functions
- Business Operation
- Sales & Marketing
Services
- Data Science Services
- System Integration
About The Customer
Vungle is a mobile video advertising network, powering some of the world’s largest apps and games. Its native HD mobile platform powers 15-second in-app video ads that help mobile app developers acquire users and make traditional text and banner ads a thing of the past. A fast-growing startup, Vungle has offices in San Francisco, New York, London, and Berlin. The company is known for its innovative approach to mobile advertising, providing high-quality video ads that integrate seamlessly into mobile apps, enhancing user experience while driving revenue for app developers. Vungle's rapid growth and global presence underscore its significant impact on the mobile advertising industry.
The Challenge
Vungle was eager to have greater visibility into its pipeline and be able to drill down into the data, such as specific results by sales rep, by team, and by stage in the sales process. Because of its long sales cycle and complex selling environment, Vungle wanted to gain better insights into opportunities within the pipeline: changes in volume, sticking points, speed of progression. It was looking to identify more predictive behaviors of success and to flag areas that might need course corrections. Additionally, with its multiple sales processes, Vungle needed a solution that could combine and report on key performance indicators in a single corporate sales process, while still providing detail on each separate process. Efficiency and ease of use was paramount for the startup, which was looking to streamline its report development process from two or three days each week to a click of the mouse. Similarly, the solution had to be easy to understand and use by the sales team, or it would be disregarded.
The Solution
Marseli teamed with Vungle to understand the issues facing the startup. The solution: Pipeline Insight for Sales Analytics. This powerful sales process analytics tool provides a micro-level view of opportunity performance that improves the visibility, analysis, and management of the Vungle sales process, allowing up-to-the-minute insights into the behaviors of sales reps and how they manage opportunities at every stage of the process. This instant access gives managers the information needed to coach on-demand for improved revenue performance. Insight does not demand any additional time investment on the part of sales reps; they follow their existing sales process and data reporting requirements inside Salesforce.com, as they were trained. This compatibility between tools has increased the adoption rate among Vungle reps of Salesforce.com, which has improved forecasting and confidence in the overall pipeline data with Salesforce.com.
Operational Impact
Quantitative Benefit
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