How Moogsoft gained visibility into rep activity
Step #1: They established an accurate historical data foundation first.
Moogsoft used SetSail to run a historical lookback across their go-to-market tools to capture all relevant sales data. This included adding missing contacts, updating stale contacts, capturing activity, and mapping everything accurately within Salesforce.
That meant the days of empty Salesforce records were gone. “I remember saying, ‘Wow, okay, we were talking to that person. We did have a relationship. It just fell off.’ The person existed in Salesforce, but there was no activity on them. There were many, many occasions like that,” said Mike.
Mike also noted that many times a critical stakeholder should have been in Salesforce but was missing. SetSail solved this. “These people were really important, and we didn’t even know about it.”
The amount of historical sales data that SetSail was able to capture shocked both Nathaniel and Mike.
“The idea was - can we go back in time? Can we actually do that? But then, my gosh, we can go back and look at this stuff that no one ever logged, that we had no record of. And that was a win. That was really cool,” said Mike.
Step #2: They configured the data to fit their unique sales process, roles, and SFDC setup.
SetSail’s custom configuration options gave Moogsoft control over the data they wanted to see.
Nathaniel said, “The team helped us walk through different scenarios and use cases to refine the accuracy of the data, which is why we have such a really good set in our system.”
Mike pointed out that not all sales data was useful, and being able to pinpoint exactly what they wanted logged was vital. “The ability that we had to configure and control and filter was really important for us,” he said.
Step #3: They’re using the data to get better as a go-to-market team.
“Logging is one thing, and accuracy is one thing. But then, why does it matter? Why do we really care?” quipped Mike.
His response? “We're all looking at this data. We're making decisions. We're managing people. And if it’s not accurate, then it makes the whole thing broken.”
With complete and accurate data in Salesforce, Nathaniel had the foundation he needed to put more structure around the sales process, deal health, and rep performance.
“It shed light on our past. Looking back and seeing what we did, and then just hammering home, ‘okay guys, we need to be taking this approach with our messaging, our positioning’,” he said.
Nathaniel also looks at things like account health. “Getting an idea on how often our reps are engaging with accounts. Just having access to this type of data can broaden our scope of how we use it.”
For Mike, “One of our concerns with our customers is that we don't have high enough reach and we are not engaging enough with these executives.” Moogsoft will be using SetSail to drive this.
“I’m really excited about this new use case, being able to look at every account or a stack rank by some sort of activity level. And now all of a sudden you're like, okay, now we can go manage against that and drive that, and understand what's happening with that, or how's that changing over time,” commented Mike.