Vonage > Case Studies > Ebury's Sales Acceleration with Vonage's Cloud-Based Communication Solutions

Ebury's Sales Acceleration with Vonage's Cloud-Based Communication Solutions

Technology Category

Infrastructure as a Service (IaaS) - Cloud Databases
Platform as a Service (PaaS) - Application Development Platforms

Applicable Industries

Buildings
Telecommunications

Applicable Functions

Quality Assurance
Sales & Marketing

Use Cases

Leasing Finance Automation
Time Sensitive Networking

Services

Cloud Planning, Design & Implementation Services
System Integration

About The Customer

Ebury is a rapidly expanding FinTech company with sales doubling year-on-year. It provides a unique combination of lending, currency, and payment solutions and works with clients around the world. Ebury operates across 31 offices in 20 countries, with employees handling over 200,000 call minutes per month. The company employs a unique business model where it makes outbound calls directly to potential clients, instead of solely relying on inbound marketing. Ebury's growth has come from identifying the right companies to call and contacting them in a proactive way.

The Challenge

Ebury, a rapidly expanding FinTech company, employs a unique business model where it makes outbound calls directly to potential clients, instead of solely relying on inbound marketing. However, the company faced a significant challenge in terms of visibility of the sales process across its different jurisdictions, including the UK, Spain, The Netherlands, and Poland. This lack of visibility was slowing the business’s progression. Ebury needed a cloud-based communications solution to further accelerate its growth. The company wanted to make it easy and efficient for a salesperson to make a call and ensure they were calling from inside a CRM system.

The Solution

Ebury adopted Vonage Contact Center for Salesforce and Vonage Business Communications to address its challenges. Vonage technology provided a single reporting engine at the heart of the business, enabling Ebury to compare and understand the performance across the global sales team. The integration with Vonage Contact Center allowed sales reps to work entirely within the Salesforce CRM system, providing visibility of the end-to-end sales process. All calls were immediately and automatically logged against the activity in Salesforce, saving valuable time for the sales team. The Vonage cloud platform also provided easy access to call recordings, which was not only an FCA requirement but also vital to improving the performance of individual salespeople. Ebury also used flexible caller line identification (CLID) to improve connection rates with prospects and implemented gamification techniques to drive sales performance.

Operational Impact

The adoption of Vonage's solutions has led to several operational benefits for Ebury. The company now has a state-of-the-art cloud-based sales process that provides better information for decision-making with real-time dashboards to improve conversion rates and increase sales. The automatic call logging feature saves valuable time for the sales team, allowing them to prepare for the next call and improve success rates. The easy-to-access call recording feature has been vital in improving the performance of individual salespeople. The use of flexible caller line identification (CLID) has improved connection rates with prospects, and the implementation of gamification techniques has driven sales performance. The Vonage platform has also transformed the way Ebury handles inbound calls from its customers, improving customer experience.

Quantitative Benefit

One global solution across 31 offices in 20 countries
Agile, flexible communications tools powering 200,000+ call minutes per month
Significant increase in the answer rate due to the use of local numbers when calling prospects