Hustle Case Study
Context
Hustle was a Series A start-up offering a scalable peer-to-peer text messaging platform when Benjamin started working with them as a Senior Salesforce Solution Architect. He was responsible for all SFDC configurations and integrations. Initially Benjamin ferreted out all the independent and disconnected software used by various business teams in their daily work. Like many start-ups, each team had purchased software for their specific business needs which caused missteps in the handoff between teams.
Challenges
Sales enablement software is a beautiful thing when set up right. It provides the sales organization with the information, content, and processes they need to sell more effectively and profitably. Now imagine having four different software -- Groove, Outreach, Cirrus, MixMax -- all running at the same time. Not only did they not integrate with each other, it wasted precious budgetary dollars. Challenges included:
Overlapping software capabilities
Divisiveness amongst groups on software needs
Non-standardization of key information
Low or negative profit margins
Lack of safeguards on contracts that included unenforceable terms and conditions
Fractured brand identity in messaging
Solutions
For this challenge, Benjamin used a collaborative and inclusive approach to find a solution with the greatest fit across all teams. The first step was to create a full compare-and-contract analysis of each existing sales enablement software solutions. Honestly, the analysis was the easy part. It was harder to broker agreement with cross-functional teams to compromise on silo-specific requirements and defer to common organizational needs. By putting pen to paper, each team defined their five most valuable features. Then he shadowed each to see how they actually used their system. The final piece of the puzzle came from data, confirming (or not) their narrative with analytics pulled directly from their system of choice. This soothed ruffled feathers and propelled agreement toward:
Defining standard terms and conditions based on cost and profitability
Onboarding documentation to effectively integrate new sales reps
Ultimately three solutions were deprecated, the winning sales enablement software was reengineered, and users were migrated into a universally-adopted system.
Benefits
Reducing software redundancy and streamlining Hustle’s sales enablement process, we:
Aligned Marketing, Sales, Success, Engineering to build company-wide metrics, workarounds, and processes to mitigate inconveniences imagined or real
Streamlined Sales Enablement Software that reduced wasted energy and redundant expenses
Defined each teams’ SLA, moving from nebulous to a crisper understanding of operations from sales lead to contract close and implementation
Supported individual users with team training and internal documentation
Fostered an appreciation of departmental transparency and interconnectedness where all teams were working toward a common goal
Results
By solving their sales enablement software overlap, Hustle saved 80% by consolidating their sales enablement tools. By automating CPQ, standardizing contracts, and streamlining the sales process, they grew revenue 400% in 2018. By providing documentation and support to their teams, individuals and departments rallied together to create a scalable and profitable foundation for growth.
Expense Reduction
Revenue Growth
“Benjamin is a legendary Salesforce and sales ops guru. He gets things done quickly and earns the respect of all who works with him.”