Ambassador's Success Story with Gong’s conversation intelligence platform
公司规模
11-200
地区
- America
国家
- United States
产品
- Ambassador Referral Software
技术栈
- Gong’s conversation intelligence platform
实施规模
- Enterprise-wide Deployment
影响指标
- Productivity Improvements
- Revenue Growth
技术
- 分析与建模 - 实时分析
适用行业
- Software
适用功能
- 销售与市场营销
服务
- 数据科学服务
关于客户
Ambassador is the world’s #1 all-in-one referral software based in Royal Oak, Michigan. They help their customers acquire more of their ideal customers, faster, by leveraging word-of-mouth. The company was founded in 2010 and has over 60 employees. Zach Taylor has served as the company’s VP Sales for the last three years, leading all customer acquisition efforts. The company operates in the Referral Automation Software (SaaS) industry.
挑战
Ambassador’s sales function is split into two groups: New Business Reps who set appointments and qualify opportunities, and Enterprise Sales Consultants who close deals. High performing New Business Reps are frequently promoted into Enterprise Sales Consultant roles. However, the fact that NBRs typically have less than 2-3 years sales experience creates a couple challenges. Their ramp period is long since they are new to selling complex, unbudgeted solutions, they take upward of 4-6 months to get fully up to speed. Their lack of experience owning the entire sales process and closing deals delays their ramp period. They often level-off as “middle-of-the-road” performers. The lack of experience managing complex sales cycles results in stubborn performance plateaus. In the past, this forced Zach to rely on a few star performing reps to make up for the rest of the team’s “C+” quota attainment.
解决方案
Ambassador deployed Gong’s conversation intelligence platform to address the challenges faced by their sales team. The platform was used to increase quota attainment by raising the average performance of the sales team. It also helped in reducing the onboarding ramp time by 50%, thus increasing the ROI on reps. The platform also contributed to increasing the Annual Contract Value (ACV) by 33% and improved close rates.
运营影响
数量效益
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