Customer Success Story
RingCentral is the cloud leader in business to business communication. They were struggling with attainment. They needed more of their teams hitting quota and they needed to make improvements fast. We partnered to come up with a focused sales enablement plan and strategy to execute together.
Sheevaun Thatcher the Head of Global Sales and Growth Enablement lead the team that contributed to RingCentral exceeding its revenue goals and growing its stock by 15X in 3 years. Her team rolled out a new sales methodology, playbooks, onboarding, dynamic content library and manager coaching. They tripled enterprise bookings and reduced time to ramp by 60%.
We reduced ramp by 1/3 in under 6 months
We had record breaking revenue quarters at RingCentral with the highest number of deals closed and highest attainment, right away
SHEEVAUN THATCHER
Head of Global Sales and Growth Enablement RingCentral
PATH TO REVENUE OUTCOMES AT RINGCENTRAL
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Roll out a new Selling Through Curiosity sales methodology to align teams on proven B2B sales motion
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Train and onboard revenue teams and new hires on messaging, sales process and product playbooks
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Develop coaching culture and reinforce go-to-market priorities with just-in-time learning
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Correlate sales enablement activity to sales performance data, proving revenue outcomes
Proven Revenue Outcomes At RingCentral
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60%
Reduction in time
to ramp -
112%
increase in deal size -
3X
increase
in bookings revenue