Case Study: Yesware
Customer Company Size
Mid-size Company
Region
- America
Country
- United States
Product
- Yesware
- Capture
- Salesforce
Tech Stack
- Email Tracking
- Sales Automation
- CRM Integration
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Productivity Improvements
- Customer Satisfaction
- Digital Expertise
Technology Category
- Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Industries
- Software
- Professional Service
Applicable Functions
- Sales & Marketing
- Business Operation
Services
- Software Design & Engineering Services
- System Integration
About The Customer
Yesware is an all-in-one sales toolkit designed to help salespeople close more deals faster. The software is best known for its email tracking capabilities, which prioritize prospects based on their level of engagement. This ensures that salespeople can make more informed outreach decisions. Yesware's primary users are sales teams who rely on the software to enhance their productivity and effectiveness in prospecting and closing deals. The company places a strong emphasis on making the sales process as efficient as possible, particularly for Sales Development Representatives (SDRs) who are on the front lines of generating interest and passing on qualified leads.
The Challenge
With a growing sales team, Yesware was looking to ensure their salespeople were as efficient as possible in their ability to conduct prospect research and generate interest. Joel Felcher, Sales Manager at Yesware, emphasized the importance of Sales Development Representatives (SDRs) in driving the company's growth. SDRs are responsible for conducting research, making initial contact, generating interest, and passing on the right contacts to close deals. The challenge was to streamline this process to make it more efficient and less time-consuming.
The Solution
Yesware implemented Capture to find contacts on the web and automate the process of moving those contacts into Salesforce. Capture is a tool that quickly captures contact information wherever it is found online. This automation significantly reduces the time SDRs spend on prospect research. Joel Felcher, Sales Manager at Yesware, highlighted the value of Capture in saving time and resources. SDRs can now focus more on prospecting rather than spending hours finding the right email and contact information. Capture helps overcome the obstacles of time-consuming prospect research, allowing SDRs to be more efficient and effective in their roles.
Operational Impact
Quantitative Benefit
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