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Iterable Makes PreSales Success Repeatable with Vivun

Problem

Significant growth at Iterable drove the desire to make PreSales success repeatable. In the words of Carter Hickingbotham, Senior Manager Solutions Consulting at Iterable: "A lot of choices about how we were growing and scaling at Iterable were driven by our intuition and experience, but at a certain point we felt it was important to get a better balance of data and intuition together for the next stage of the company's growth. We wanted to better measure our team's efforts, analyze them in the context of results, and use that data to optimize our sales process."

Solution

"[Vivun has become] a centralized place for us as PreSales managers and individual contributors to access the most important information about our deals and ultimately be more successful," explained Andy Rova, one of Iterable's Solutions Consulting Managers. Importantly, Iterable's Solutions Consultants found Vivun valuable for both managers and individual contributors: "Using it as an [individual contributor], I love the calendar tracking. I think it's the coolest thing that I don't even have to worry about it. As a manager, it's the fact that the funnel view has my PreSales-centric stages and is truly focused on what someone in my role is thinking."

Results

"We're now at the point where we have data from Vivun flying into our system and it's set up with Salesforce — the foundation is there to dive deeper and start uncovering insights about the PreSales team's process."