How Cloudinary’s SDR Team Increased Booked Meeting Conversion Rates by 29%
公司规模
SME
地区
- America
国家
- United States
产品
- Gong.io
技术栈
- Cloud-based software
实施规模
- Enterprise-wide Deployment
影响指标
- Productivity Improvements
- Employee Satisfaction
技术
- 平台即服务 (PaaS) - 连接平台
适用行业
- Software
适用功能
- 销售与市场营销
服务
- 培训
关于客户
Cloudinary is the media management platform for developers and marketers. It offers clients the most feature-rich, online image and video management solution available. More than 5,000 customers and 300,000 users around the world rely on its cloud-based software to cover their every image- and video-related need. Garrett Serviss is the Director of Global Sales Development for Cloudinary. He has successfully grown the SDR team from himself to a high-performing team of 12 that contributes to the company’s rapid growth and profitability.
挑战
Cloudinary’s conversion rate for turning meetings set by SDRs into qualified opportunities used to hover stubbornly around 70%. The SDRs booking the meetings had no visibility into how their meetings played out between the account executive and the prospect. They rarely understood why a meeting they booked was qualified or unqualified. Feedback from the account executive helped, but it was often incomplete, secondhand, or hard to come by. As a result, they had no way to improve their outreach or qualification during their next round of prospecting. Additionally, Garrett was tasked with ramping new SDRs to hit full quota as quickly as possible. That’s a tall order as Cloudinary’s product is highly technical with hundreds of features. It takes a while before SDRs understand the product and its value well enough to speak resonantly with their account list.
解决方案
Garrett got the go ahead to roll out Gong.io across the sales and sales engineering teams to automatically capture and record all of their meetings and demos. This had a profound impact on the SDR team. Every meeting the SDRs book for the account executive team is now automatically captured and recorded. These recordings serve as the ultimate learning tool to help SDRs understand why the meetings they book go well or poorly. SDRs can quickly review any recorded meeting they schedule. They can better understand why it is or isn’t a success, and use what they learn to improve their outreach and qualification skills. Since sales engineers’ demos are now captured and recorded in Gong.io, new SDRs can use them as a learning tool to quickly master product knowledge.
运营影响
数量效益
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