Can you give us a brief intro about yourself, your company and the problem you are currently solving?
Churnly helps organizations understand the root cause of why customers leave and using AI to predict customer & revenue loss.
What was the pain you were experiencing before deciding to use dealpad?
Our close rate was much lower than we wanted. The real pain behind this was threefold.
The team were wasting a lot of time working opportunities that didn’t close, rather than working on more of the opportunities we could close
With a complex, multi-stakeholder sales process, the team struggled to get access to everyone we needed to influence to get the deal closed
Forecasting & quota attainment in 2022 didn’t meet expectations
The team struggled to get access to everyone we needed
What is the main value proposition that convinced you to use dealpad?
We identified the main reason our deals weren't closing was lack of key stakeholder access and decided to focus our sales effect on making it easier to work with us. Dealpad helps our sales team create a frictionless, more collaborative buying process and track who on our buying side is engaged
Martin says, that dealpad helps their sales team create a frictionless, more collaborative buying process
What are the killer features that gave you the aha moment?
Unquestionably seeing new stakeholders we didn’t know, appear. Enabling our buyers to bring each other in is so powerful and saves the sales team significant time tracking them down and organising next steps.
Enabling our buyers to bring each other in is so powerful and saves the sales team significant time.
-- Martin S. - VP of sales
How did dealpad manage to address the pain you were trying to solve?
We made accessing executive sponsors and the wider buying team our #1 priority and dealpad has been absolutely core to delivering this strategy. It starts with the overall improvement in the buying experience we’ve been able to deliver to prospects since using dealpad, combined with our ability to now use dealpad analytics to spot gaps and know who we need to influence in the process.
Dealpad helps sales team create a frictionless, more collaborative buying process.
-- Martin S. - VP of sales
What was the measurable outcome for your company and your customers?
Our win-rate has increased by approximately 16% and we’ve become more disciplined in exiting opportunities early if we can’t get access to the right people. I believe across our team we save more than 300 hours each month, which we’ve redeployed to work on other opportunities where we see higher intent.
What are the lessons you learned during this process?
To put accessing our buying team front & center Focusing on removing friction for our buyers makes a huge difference in how they engage Be more ruthless as to where our sales team spend their time
