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Cvent boosts sales productivity by 22% with Revenue

THE CHALLENGE

  • Find an intuitive and easy solution to empower reps to work more efficiently leveraging click-to-call and real-time Salesforce automation
  • Increase call volume, velocity, and connection rates
  • Gain instant visibility into team and individual rep call metrics including call volume, talk time, task/activities per day, and more
  • Enable real-time coaching capabilities to accelerate sales rep onboarding and training

THE SOLUTION

  • RingDNA, the Revenue.io Global Communications Hub
  • Revenue.io Global Local Presence for Domestic and International
  • Revenue.io Call Coaching Suite
  • Revenue.io Call Analytics / Reporting

THE RESULTS

  • 22% increase in SDR productivity. Reps are able to reach more prospects per day without sacrificing quality conversations. Automated task logging and workflows allows reps to follow a consistent sales process (set follow-ups, assign call dispositions, write call notes, and more) all from within RingDNA
  • 13% increase in quality demos booked within the first quarter of using Revenue.io.
  • Scaled Revenue.io users by 3x since 2016 to accommodate a 20% expansion of the SDR team around the globe (US, UK, India, and Singapore).
  • Rolled out Revenue.io to global account management team to provide the team with contextual data during calls.
  • Fostered a collaborative coaching culture across the team with access to call recordings directly in Salesforce and the ability for sales managers to easily listen and barge in on sales calls.

Cvent is a leading cloud-based enterprise event management platform. Cvent offers software solutions to event planners for online event registration, venue selection, event management, mobile apps for events, e-mail marketing and web surveys. Cvent provides hotels with a targeted advertising platform designed to reach event planners looking for suitable venues. Cvent solutions optimize the entire event management value chain and have enabled clients around the world to manage hundreds of thousands of meetings and events. Cvent serves more than 12,000 customers and its technology has been used to manage more than 375,000 events. The Cvent platform serves more than 200,000 planner and hotel users.

"One of the biggest things that drove us to Revenue.io was the ability to listen to reps’ conversations in real-time. We can now spend more time coaching and less time waiting for a rep to identify a meaningful call to join."

Jen Schlueter, Senior Manager, Strategic Projects & PMO, Cvent

WHY REVENUE.IO?

Cvent, an event management software powerhouse, needed to find a solution to scale and accelerate sales by leveraging Sales Development Reps (SDRs) to prospect and qualify leads for their Direct Sellers (AEs). While they considered many options, Revenue.io was the only platform that allowed their sales team to maintain their current workflow and sales processes. With implementation done in a matter of days, Cvent accelerated sales by increasing the volume of calls, connections, and meaningful conversations.

Since launching Revenue.io in 2016, Cvent has successfully expanded their global sales force by 20% and scaled Revenue.io users by 3x with utilization across sales development, account management, and customer success.