Gong Case Studies How Zenefits Increased Their Win Rate Using Gong

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	How Zenefits Increased Their Win Rate Using Gong Gong

How Zenefits Increased Their Win Rate Using Gong

Gong

Technology Category	Platform as a Service (PaaS) - Data Management Platforms
Applicable Industries	Software
Applicable Functions	Sales & Marketing
Use Cases	Predictive Quality Analytics
Services	Data Science Services
Challenge	Zenefits, a cloud-based SaaS tool for HR teams, was facing a challenge with their early stage conversions falling off after the demo stage. They were unsure why this was happening and needed better information to understand where to focus their efforts to improve their sales reps’ early conversion and win rates. They wanted to dig deeper into their data to uncover opportunities they might be missing at both a macro and a micro level. The company’s sales cycle is parsed out in stages and they needed visibility mid-deal to turn insights into action right away. Read More
About Customer	Zenefits is a cloud-based SaaS tool for HR teams, with a focus on payroll and insurance. The company’s sales cycle is parsed out in stages. The sales team wanted to dig deeper into their data to uncover opportunities they might be missing at both a macro and a micro level. The information they uncovered improved their early stage conversion rate and their win rate with just one tool. They used Gong’s deal board to give senior leadership a macro-level view of their pipeline, which resulted in the decision to aim for better conversion rates. Read More
Solution	Zenefits used Gong’s customizable deal boards and insights to pinpoint opportunities to improve their sales reps’ win rates and early conversion rates. They used Gong’s deal board to give senior leadership a macro-level view of their pipeline. The data showed that, despite many opportunities available in stage two, prospects weren’t converting at a reasonable rate. Zenefits was able to tailor Gong’s deal board and deal insights, and focus exclusively on its unique team and company goals. Once this core issue was uncovered using Gong’s deal board, Cowles was able to use deal insights to drill down and understand what impeded conversions. Focusing on one area at a time allowed her to highlight and solve problems as quickly as possible. Read More Log in to view content
Contents

Technology Category

Platform as a Service (PaaS) - Data Management Platforms

Applicable Industries

Software

Applicable Functions

Sales & Marketing

Use Cases

Predictive Quality Analytics

Services

Data Science Services

Challenge

Zenefits, a cloud-based SaaS tool for HR teams, was facing a challenge with their early stage conversions falling off after the demo stage. They were unsure why this was happening and needed better information to understand where to focus their efforts to improve their sales reps’ early conversion and win rates. They wanted to dig deeper into their data to uncover opportunities they might be missing at both a macro and a micro level. The company’s sales cycle is parsed out in stages and they needed visibility mid-deal to turn insights into action right away.

About Customer

Zenefits is a cloud-based SaaS tool for HR teams, with a focus on payroll and insurance. The company’s sales cycle is parsed out in stages. The sales team wanted to dig deeper into their data to uncover opportunities they might be missing at both a macro and a micro level. The information they uncovered improved their early stage conversion rate and their win rate with just one tool. They used Gong’s deal board to give senior leadership a macro-level view of their pipeline, which resulted in the decision to aim for better conversion rates.

Solution

Zenefits used Gong’s customizable deal boards and insights to pinpoint opportunities to improve their sales reps’ win rates and early conversion rates. They used Gong’s deal board to give senior leadership a macro-level view of their pipeline. The data showed that, despite many opportunities available in stage two, prospects weren’t converting at a reasonable rate. Zenefits was able to tailor Gong’s deal board and deal insights, and focus exclusively on its unique team and company goals. Once this core issue was uncovered using Gong’s deal board, Cowles was able to use deal insights to drill down and understand what impeded conversions. Focusing on one area at a time allowed her to highlight and solve problems as quickly as possible.

Impact #1	Gong’s customized deal boards helped the leadership team uncover troubled areas on a macro level.
Impact #2	Its insights helped the sales team drill down on a micro level to support deals in play.
Impact #3	This resulted in a new methodology that has their revenue team running like clockwork.

Impact #1

Gong’s customized deal boards helped the leadership team uncover troubled areas on a macro level.

Impact #2

Its insights helped the sales team drill down on a micro level to support deals in play.

Impact #3

This resulted in a new methodology that has their revenue team running like clockwork.

Benefit #1	Zenefits was able to increase their early stage conversion by 20%
Benefit #2	Their win rates were three to five times higher

Benefit #1

Zenefits was able to increase their early stage conversion by 20%

Benefit #2

Their win rates were three to five times higher

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Overview

How Zenefits Increased Their Win Rate Using Gong

Operational Impact

Quantitative Benefit