EarlySense Uses Colabo to Spike productivity by freeing over 10 hours a week of manual non-sales work per sales person.

What They Needed

Increase sales productivity by eliminating non-sales related activities overloading team members

Increase CRM adoption by sales team members

Increase accuracy of account & contact information in CRM

What They Did

Automate all sales information gathering from multiple sales tools into Colabo's sales companion

Leveraged Colabo’s automatic sales activity tracker to assure CRM is up to sync

Auto-synced CRM to multiple sales intelligence and social sources to notify of changes and update information

What They Achieved

Each member of the sales team gained 10 hours on average for direct customer activities

Increased CRM adoption from 20% to 95% of active seats

Identified 1 new opportunity per salesperson per quarter (avg.)

The company

EarlySense is a patient monitoring platform that continuously alerts and notifies healthcare professionals about their patients’ statuses, enabling clinicians to quickly detect patient deterioration and intervene early. EarlySense currently services some of the leading hospitals worldwide, including Newton Wellesley Hospital, Brigham and Women’s Hospital, and Nashoba Valley Medical Center.

The challange

The sales representatives at EarlySense were frustrated that they were spending valuable time tediously researching accounts on multiple sales tools instead of engaging and selling to them. They wasted hours searching through FDA sites for hospitals with high patient satisfaction and then cross referencing the hospitals with the appropriate personnel listed on hospital web sites and social sources. Still, they weren’t done researching; they scoured the web for additional contact information, copied and pasted this information to spreadsheets, and finally uploaded everything to their CRM. Clearly, this was an inefficient and antiquated process that was costing the company money and lost opportunities. More wasteful and irritating was having to continuously repeat the process to manually update their CRM.

The solution

In search for a tool that would automate their manual work, EarlySense was excited to discover Colabo. The Account Executives at EarlySense, who each manages a set of name accounts (hospitals in this case) started using Colabo. Colabo learned their information needs from the different sales intelligence tools and websites and within days was fetching them the information they need automatically. As Colabo is always aware of the needs and actions of a sales person, it was also logging in all calls made, emails sent and even social interactions into EarlySense's Salesforce CRM.
Colabo also continuously analyzes and checks that this information within their CRM is up to date, allowing all members of the sales team to focus their time and energy productively pursuing opportunities within their accounts based on valuable and fresh information.

The results

In automating their manual parts of their sales process with Colabo, EarlySense greatly increased the efficiency of their sales team by freeing on average 10 hours per week per person that were converted to customer facing activities. EarlySense also reached their goal of 90% CRM usage (up from 20%) which in turn increased the accuracy or their quarterly forecasts. Last, the real-time data update in CRM enabled the discovery of one opportunity for each sales person per quarter on average.

Stratogent Accomplishes x10 account penetration increase By Using Colabo

What They Needed

80% of accounts in CRM had only 1 contact which made initial reach hard
 

Phone and email were not getting the response they used to
 

Low brand recognition at target accounts was stalling sales process

What They Did

Used Colabo to automatically suggest and add new fully enriched contacts to accounts in CRM

Sales management created modern sales playbooks for reaching out to accounts and Colabo triggered them for AEs

Synced with CRM activities with Marketing Automation to align email & web site content with sales process

What They Achieved

Increased "contactability" of accounts by growing avg. number of contacts per account from 1 to 10 in CRM

Increased response rate of new contacts in named accounts x5
 

Sales cycle was reduced from 9 to 7 months on avg and deal size increased by 15% per account

The company

Stratogent is a leading IT managed services provider in the San Francisco Bay Area, offering 24/7 infrastructure support.

The challange

The Account Executives at Stratogent had little success penetrating the accounts handed to them by marketing. In fact, the average AE was able to start a sales process at only 1 out of 10 accounts assigned to them. Selling into large target accounts required them to go beyond the single contact that was available to them and they spent hours trying to fill the account with additional relevant contacts stitching information multiple sales tools. Once they reached out via email or phone, they were often ignored—as emails were most probably lost in overflowing inboxes and calls from unfamiliar numbers were being screened. In the face of a rapidly changing and competitive sales environment, Stratogent urgently needed a way to deploy and automate modern sales playbooks that will increase the engagement at target accounts.
Last, Stratogent learned that deals were stalled or lost due their low brand recognition and needed a way to bring in marketing "air support" into troubled deals.

The solution

Stratogent’s VP of sales came across Colabo and learned how Colabo can help increase and automate engagement with target accounts. Colabo's AI, learned from the AEs the target profiles and necessary information they were looking for and automated the process of taking each new account coming from marketing, suggesting and adding new contacts into them straight into their CRM with one click of approval.

The VP of sales management, crafted modern sales playbooks that went beyond their single phone and email. the playbooks now spanned social interactions, marketing content and even text messaging. This change increased the responses and penetration rate into new accounts from 1 to 9 out of 10. Stratogent’s CRM—Oracle Sales Cloud—to update the activity logs accordingly, increasing efficiency in every spectrum.

Last, Stratogent automatically targeted additional marketing efforts at decision makers in target accounts by pointing their Eloqua marketing automation system at those individuals based on the real-time deal stage data in their CRM.

The results

Account "contactability" increased from 10% to 90% (all accounts had at least 10 relevant contacts). Sales process was initiated in 5 out of 10 target accounts within 3 months of using Colabo (5x growth from 1 out of 10) Deal size increased on avg. by 15% per account and sales cycle shaved 2 months from 9 to 7 month (avg.) by integrating marketing automation processes with real-time CRM data.

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