Overview
Boosting Sales Productivity through Data Automation: A Pluralsight Case StudyPeople.ai |
Cement Oil & Gas | |
Sales & Marketing | |
Time Sensitive Networking | |
Testing & Certification Training | |
Operational Impact
The partnership with People.ai and the subsequent data automation led to a significant transformation in Pluralsight's sales operations. The company was able to identify key issues and take actionable steps to address them. The insights gained from the data allowed Pluralsight to make structural changes to their GTM strategy and transform coaching sessions and rep leaderboards. The company was also able to develop a data-driven sales culture, providing reps with prescriptive recommendations and creating leaderboards that actually moved the needle. Looking ahead, Pluralsight aims to operationalize the data and insights provided by People.ai to support a number of initiatives including reducing top of funnel spend, increasing pipeline and new logo acquisition, and increasing AE participation while driving down ramp time. | |
Quantitative Benefit
Reps were found to be spending a third of their time working Tier C accounts that produced less than 25% of their billings | |
Reps spent two-thirds of their time on small deals that only generated 24% of ARR | |
High performing reps spent 50% more time in prospect meetings than low performers did | |