Industry
FinTech SaaS Provider
Challenge
Eliminate repetitive tasks and transform sales operations from reactive to proactive.
Benefits
+ Increased Rep Productivity
+ Increased Pipeline Velocity & Reduced Risk
+ Real-Time Deal Coaching
case study
ScaleFactor Achieves High Growth with Olono
The Challenge
Like many fast-growing B2B sales organizations, ScaleFactor relied on reps to do manual data entry of sales data into the CRM system, resulting in incomplete and out-of-date pipeline visibility. Beyond the wasted rep time to do manual data entry, sales managers also wasted cycles rechecking deal status and re-vetting forecasts, instead of leading the execution of growth strategies.
ScaleFactor knows first-hand how machine-learning transforms its customers’ accounting processes and wanted to apply this technology across their own sales organization—using A.I. and automation to eliminate time-consuming activities such as CRM data entry while gaining deeper visibility into pipeline activity, risks and sales effectiveness.
The Solution
ScaleFactor selected Olono Sales Activity Automation to automate data entry into its Salesforce CRM and stitch together its sales and marketing data—including key contacts, emails, meetings, documents, roles and other activity information from across its CRM, Google mail and calendar applications.
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Improved sales rep productivity
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Single view of all activity with real-time understanding of opportunity cadence
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Improved deal coaching and strategy
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More complete accurate Salesforce data
”The biggest obstacle in sales execution is not knowing the true status of each customer in real-time, and the root cause is the antiquated approach of relying on sales reps to manually enter opportunity data into the CRM system. Instead of endless forecast calls, and chasing down reps for updates, the new approach is to eliminate the low-value steps altogether. Using Olono, reps get time back to add more strategic value to their customers, and sales leaders get pipeline visibility they can trust. Olono delivers a new way execute high growth.
Jeff GleasonDirector of Sales
Work where reps want to work
A SaaS solution that integrates with more than 70 frequently-used sales technologies, Olono was deployed in hours and rolled out to ScaleFactor’s complete sales team. Reps access Olono via a tab in Salesforce or on mobile, where they are greeted with a personalized experience that includes recommended Actions for their accounts.
Most effective path from opportunity to close
With Olono, reps can quickly advance deals towards the close by completing Actions across multiple accounts from a single interface. Using A.I. and machine learning, Olono often predicts and automatically completes the action on the rep’s behalf. As a result, ScaleFactor’s CRM instance is now more accurate than ever giving sales managers complete visibility into the status of all opportunities, without having to track down reps.
Real-Time Reporting
Olono’s ability to create and customize reports on demand gives Gleason and ScaleFactor’s sales managers immediate insight into activity cadence by rep and account. With a single view, managers can see when activity is occurring as well as gaps and key risk indicators. ScaleFactor’s most frequently used reports include: “Meetings scheduled for Opportunities forecasted to close in 30 days” and “Opportunities forecasted to close this week”.
case study
ScaleFactor Achieves High Growth with Olono
Increased Rep Productivity
By reducing the manual data entry burden, reps have more time to actively engage with prospects and sell.
Increase Pipeline Velocity & Reduce Risk
Complete pipeline visibility gives managers insight into sales activity to ensure process adoption.
Real-Time Deal Coaching
By removing the tedious tasks, managers have more time and insight to help guide reps to the close.
”The Olono reports provide activity insight I didn’t have before. With one click, I can see all meetings scheduled related to deals expected to close within 30 days. And just as important, I can manage by exception viewing those deals forecasted that do not have meetings scheduled. Frankly without Olono, I’d have no way to gauge if my team is being successful.
GleasonScaleFactor
