RingCentral Case Studies RingCentral API Integration Enhances Productivity for OppSource's Sales Lead-Generation Software

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	RingCentral API Integration Enhances Productivity for OppSource's Sales Lead-Generation Software RingCentral

RingCentral API Integration Enhances Productivity for OppSource's Sales Lead-Generation Software

RingCentral

Technology Category	Automation & Control - Human Machine Interface (HMI) Platform as a Service (PaaS) - Application Development Platforms
Applicable Industries	Equipment & Machinery Telecommunications
Applicable Functions	Product Research & Development Sales & Marketing
Use Cases	Inventory Management Time Sensitive Networking
Services	System Integration Training
Challenge	OppSource, a company that provides the PursuitPro software for sales development representatives (SDRs), was founded with the aim of making sales teams more effective by creating a specialized role for SDRs to focus on prospecting. However, the company faced a challenge in making SDRs more productive in a job that requires heavy phone contact. Initially, OppSource would have SDRs work with whatever Customer Relationship Management (CRM) platform the client had as its standard. The company wanted to provide a system that enabled lead follow-up in their moments of interest and organized their day around the best next leads to pursue. Despite the importance of phone contact in the SDR role, many organizations still had representatives dialing every number manually. OppSource needed a solution that would make the time SDRs spend on the phone more effective, translating into a major productivity boost. Read More
About Customer	OppSource is a technology company based in St. Paul, Minnesota. Founded in 2009, the company has a small team of 13 employees. OppSource is the creator of the PursuitPro software for sales development representatives (SDRs). The company was originally founded with the intent of becoming a software company, but in the midst of the Great Recession, the biggest opportunity the founders found was in providing outsourced SDR teams for clients who needed to maximize the effectiveness of their remaining internal sales teams, following layoffs. OppSource's software is designed to make SDRs more productive in a job that requires heavy phone contact. Read More
Solution	OppSource found the solution to its challenges with RingCentral, the RingCentral for Desktop softphone for automated dialing, and the RingCentral APIs. The company's PursuitPro cloud software, when paired with RingCentral Office® and the RingCentral Platform APIs, allows representatives to make more calls and handle them more effectively. The software provides a user interface that alerts SDRs to leads who are interested and need follow-up right away. It also gives them all the information they need about the next prospect on their list, gathered together in one place, plus organized call queues with click-to-call dialing of the number. Other features include call recording and the ability for a supervisor to 'whisper in the ear of the representative' or take over the call, if necessary. OppSource also introduced a feature that leverages the RingCentral APIs to turn call recording on or off on a call-by-call basis, depending on the laws of the state where a call is being placed. Read More Log in to view content
Contents

Technology Category

Automation & Control - Human Machine Interface (HMI)

Platform as a Service (PaaS) - Application Development Platforms

Applicable Industries

Equipment & Machinery

Telecommunications

Applicable Functions

Product Research & Development

Sales & Marketing

Use Cases

Inventory Management

Time Sensitive Networking

Services

System Integration

Training

Challenge

OppSource, a company that provides the PursuitPro software for sales development representatives (SDRs), was founded with the aim of making sales teams more effective by creating a specialized role for SDRs to focus on prospecting. However, the company faced a challenge in making SDRs more productive in a job that requires heavy phone contact. Initially, OppSource would have SDRs work with whatever Customer Relationship Management (CRM) platform the client had as its standard. The company wanted to provide a system that enabled lead follow-up in their moments of interest and organized their day around the best next leads to pursue. Despite the importance of phone contact in the SDR role, many organizations still had representatives dialing every number manually. OppSource needed a solution that would make the time SDRs spend on the phone more effective, translating into a major productivity boost.

About Customer

OppSource is a technology company based in St. Paul, Minnesota. Founded in 2009, the company has a small team of 13 employees. OppSource is the creator of the PursuitPro software for sales development representatives (SDRs). The company was originally founded with the intent of becoming a software company, but in the midst of the Great Recession, the biggest opportunity the founders found was in providing outsourced SDR teams for clients who needed to maximize the effectiveness of their remaining internal sales teams, following layoffs. OppSource's software is designed to make SDRs more productive in a job that requires heavy phone contact.

Solution

OppSource found the solution to its challenges with RingCentral, the RingCentral for Desktop softphone for automated dialing, and the RingCentral APIs. The company's PursuitPro cloud software, when paired with RingCentral Office® and the RingCentral Platform APIs, allows representatives to make more calls and handle them more effectively. The software provides a user interface that alerts SDRs to leads who are interested and need follow-up right away. It also gives them all the information they need about the next prospect on their list, gathered together in one place, plus organized call queues with click-to-call dialing of the number. Other features include call recording and the ability for a supervisor to 'whisper in the ear of the representative' or take over the call, if necessary. OppSource also introduced a feature that leverages the RingCentral APIs to turn call recording on or off on a call-by-call basis, depending on the laws of the state where a call is being placed.

Impact #1	The integration of RingCentral with OppSource's PursuitPro software has resulted in significant operational benefits. The software now provides a user interface that alerts SDRs to leads who are interested and need follow-up right away, making their work more efficient. The organized call queues with click-to-call dialing of the number have streamlined the process of making calls, while the call recording feature and the ability for a supervisor to intervene in a call have improved the quality of calls. The software also helps OppSource's clients stay on the right side of the law by allowing call recording to be turned on or off on a call-by-call basis, depending on the laws of the state where a call is being placed. This has reduced the risk of potential fines for violating call recording laws.

Impact #1

The integration of RingCentral with OppSource's PursuitPro software has resulted in significant operational benefits. The software now provides a user interface that alerts SDRs to leads who are interested and need follow-up right away, making their work more efficient. The organized call queues with click-to-call dialing of the number have streamlined the process of making calls, while the call recording feature and the ability for a supervisor to intervene in a call have improved the quality of calls. The software also helps OppSource's clients stay on the right side of the law by allowing call recording to be turned on or off on a call-by-call basis, depending on the laws of the state where a call is being placed. This has reduced the risk of potential fines for violating call recording laws.

Benefit #1	OppSource customer SportsEngine improved the productivity of its SDRs by 300% after adopting the software.
Benefit #2	People are four to five times more likely to answer a call that comes from a local number, a feature enabled by the RingCentral integration.

Benefit #1

OppSource customer SportsEngine improved the productivity of its SDRs by 300% after adopting the software.

Benefit #2

People are four to five times more likely to answer a call that comes from a local number, a feature enabled by the RingCentral integration.

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Overview

RingCentral API Integration Enhances Productivity for OppSource's Sales Lead-Generation Software

Operational Impact

Quantitative Benefit