About
Redgate provides Compliant Database DevOps solutions for sectors like finance, healthcare, and technology.
Challenges
- PreSales was a black box. âWe didnât know what âgoodâ looked like, but we wanted to identify the patterns and activities that led to technical wins and closed business.â
- âWe wanted to understand the influence of PreSales on the ability to support repsâand to understand when it was necessary to scale headcount based on the Sales ramp.â
- Ad-hoc processes for obtaining PreSales resource. âReps would just put a demo meeting on the calendar of the person they liked the best, or anyone who seemed availableâwe needed a real resource allocation system.â
Vivun Benefits
- âAs a platform Vivun is a must-have, an absolute no brainerâgiving us features and capabilities across all the dimensions we need.â
- Incredible insight into team member activity and where they spend their time. âThe black box is gone, and weâve been able to create team KPIs around the data Vivun gives us.â
- Able to identify winning patterns in the business: âWe can see what the top performers are doing and we can start to replicate.â
- Value for individual contributors: âTheyâve realized theyâre gaining insights into their own performance, and can adjust their strategy in order to improve their chance at getting the technical win. For example, they can see how much time theyâre spending on demos, and meetingsâand they can see whether those patterns lead to results.â
- âThe Team Member Request feature has been a game changer to ensure we put the right talent on the right opportunities. It has really enabled us to create a world-class process for assigning and allocating PreSales resources to the sales team.â
âThe black box is gone, and weâve been able to create team KPIs around the data Vivun gives us.â
Business Impact
âWe now understand the full impact of PreSales on the business and can prove it with data. For example, we just hired two new Sales Engineersâand it was easy to justify those hires with the data derived from Vivun.