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http://Harness

Harness Accelerates Enterprise and Mid-Market Deals

Problem

Harness’ blazing growth trajectory meant that Field CTO Nick Durkin's team grew to 20+ pre and post sales professionals. He was forced to manage this high-growth team became difficult with no tools other than Salesforce, Jira, and Excel. The loudest voice in the company could affect the product roadmap, "But it wasn’t necessarily the right voice, or the right output. The voice of presales wasn’t being accounted for. We knew we could close more deals, faster, if we had the data to deliver the product enhancements that the market needed. And I knew my team was the right team to do it.”

Solution

Now Harness has the ability to deliver product enhancements that have enabled the team to close deals faster. “Instead of chasing an enhancement for 1 big logo, we’ve identified features that affected 20 open opportunities -- that collectively made us more money.” The team also has an AI-powered ability to sift through the noise of product data to get actionable insights. “We find that Vivun enables us to be a ‘reality check’ on the main sales forecast since it takes presales into account.” Furthermore, "Capacity planning became particularly critical, and we’ve really nailed our hiring timeline and strategy due to Vivun.”

Results

“With the product intelligence we’ve derived from Vivun, we’ve been able to close both mid-market as well as enterprise deals faster, because we weren’t chasing the wrong features that would only affect a small amount of revenue. So I can tie several hundred thousand dollars in ROI to our use of Vivun.”

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