Harness’ blazing growth trajectory meant that Field CTO Nick Durkin's team grew to 20+ pre and post sales professionals. He was forced to manage this high-growth team became difficult with no tools other than Salesforce, Jira, and Excel. The loudest voice in the company could affect the product roadmap, "But it wasn’t necessarily the right voice, or the right output. The voice of presales wasn’t being accounted for. We knew we could close more deals, faster, if we had the data to deliver the product enhancements that the market needed. And I knew my team was the right team to do it.”
Now Harness has the ability to deliver product enhancements that have enabled the team to close deals faster. “Instead of chasing an enhancement for 1 big logo, we’ve identified features that affected 20 open opportunities -- that collectively made us more money.” The team also has an AI-powered ability to sift through the noise of product data to get actionable insights. “We find that Vivun enables us to be a ‘reality check’ on the main sales forecast since it takes presales into account.” Furthermore, "Capacity planning became particularly critical, and we’ve really nailed our hiring timeline and strategy due to Vivun.”
“With the product intelligence we’ve derived from Vivun, we’ve been able to close both mid-market as well as enterprise deals faster, because we weren’t chasing the wrong features that would only affect a small amount of revenue. So I can tie several hundred thousand dollars in ROI to our use of Vivun.”
David Marsh, Global VP of Sales Engineering, lacked visibility into presales activity; he couldn’t even answer the question “How many demos did we do last quarter?” He also lacked key metrics such as “What is our win rate per product line?” He also wanted to tap into presales intelligence to help shape the company's product market fit.
The team has gained incredible metrics and reporting on team productivity, effectiveness, and win-rates that goes all the way to the CEO and the board. “You can tell that Vivun was built by a team who led presales themselves; they reflect the hard-won experience of having lived the role.” The team can also forecast deals with enhanced precision, due to visibility into presales activities and what they’re doing to support each deal. “In a post-COVID world, the question I get asked the most is ‘Are you going to make your pipeline?’ Vivun gives me this answer on the fly." And now the platform set up to capture unparalleled intelligence for informing the product offering, with the goal of aligning sales, presales, and product.
“If I had to build in Salesforce even just a bare bones version of Vivun gives me, it would take 1-2 FTE sales ops people and hundreds of hours. And that’s even if they had the time to spare me, which they don’t.”
VP of Solutions Consulting Robert DeMarco recognized there was too much “black box” with respect to presales activities, deliverables, and impact. He needed to monitor activity across the team and ensure resources were being managed effectively. Metrics and reporting were an afterthought: “Sales operations literally gave us leftover Salesforce objects; they didn’t meet our needs.” In addition, he wanted to capture product intelligence from the field and use it to inform product management priorities.
Xactly's presales leadership was up and running with CRO-ready dashboards and metrics in less than two weeks. They used VIvun's data-driven Hero Score to enablea “quality check” on the sales forecast -- sales leadership reviews it often, thus giving presales a voice in the forecast. There's also incredible line-of-sight into resource allocation -- what’s needed based on upcoming deals and patterns of deliverables. “I can manage resources in a way I haven’t been able to before.” And Robert's presales team loves using the Vivun platform: "It's so much easier to manage their workflow with Vivun than it was trying to cram everything into Salesforce."
“We simply couldn’t have done any of this without Vivun. It can take 2-3 months to get a few reports out of our internal team -- to build what Vivun provides us? Impossible.”
At Branch, product and feature development was heavily influenced by “the loudest voice in the room” — no one had data to “prove” what was required by the market. Therefore, trying to turn the noise from the sales team into actionable product feedback was impossible. “We had hundreds of sales people representing thousands of client requests, and we struggled to condense and analyze all the feedback.” And yet, no real product existed that could synthesize all of the feedback and input from the reps in a way that created an action plan for the product team. “You have suggestion box software, but that kind of tool isn’t tied to sales opportunities and revenue. We wanted our work to directly impact sales."
With Vivun capturing intelligence from the field, Branch gained a powerful insight into product features and enhancements that have the potential to affect the largest number of opportunities for the greatest contract value, as well as a dramatic ability to streamline and accelerate decision making regarding product enhancements. "And now we have the data to show people why we're building what we're building; we're not flying blind. It's a data-driven process now."
“Vivun has allowed us to prioritize product enhancements that we would otherwise have missed, because we didn’t have the data to know how meaningful they were to our larger clients. One of those features, involving access rights, has positively affected ACV of over $5 million dollars.”