How RevPartners Optimized Kadence's Global Sales Operations

The Challenge

Wide-Ranging Demo Times

• Kadence's sales agents in the US and Europe had to manage demo requests across multiple time zones, making it difficult to maintain consistency and speed in the booking process.

Loss of Initial Inertia

•  The original process required prospects to request a demo and then wait for a calendar email, leading to a drop in momentum and potential loss of interest.

Complex Sales Pipelines

• Kadence initially operated with four separate sales pipelines, each containing about 15 different sales stages, which complicated their sales process and hindered efficiency.

Limitations of HubSpot's Native Capabilities

• HubSpot's form submission process only allowed for a single criterion in routing prospects, but Kadence required a more sophisticated approach to accommodate different locations and company sizes.

The Solution

Custom-Coded Demo Booking Process

• RevPartners developed a custom-coded solution within HubSpot that accounted for two criteria—location and company size—allowing prospects to be automatically routed to the appropriate sales rep for demo booking.

Consolidation of Sales Pipelines

• RevPartners worked with Kadence to simplify their sales operations by reducing the number of sales pipelines from four to one, and trimming the stages from 15 to five, leading to a more streamlined process.

HubSpot Optimization

• By leveraging HubSpot's capabilities and custom coding, RevPartners avoided the need for an expensive external service, keeping all operations within the HubSpot ecosystem.

The Impact

Increased Conversion Rates

• The streamlined sales pipeline and optimized booking process led to higher conversion rates (36% increase quarter over quarter), particularly among larger companies.

Improved Demo Bookings and Completions

• The custom booking process ensured that more demos were not only booked but also completed, reflecting a boost in overall sales efficiency.

Cost Savings

• By avoiding the need for an external booking service, Kadence was able to keep costs down while still achieving a sophisticated solution for their demo scheduling needs.

Voice of the Customer

"Our experience working with RevPartners and in particular Tera, our partner, has been excellent. From the very beginning of the engagement they added value by bringing experience and viewpoints that were outside of what we had available in house.

They truly partner with us and are continuing to build out an exciting roadmap of RevOps processes and automations that will position us well for out next phase of scaling. They provide an excellent blend of both highly competent execution and strategic insight. I would have no hesitation in recommending them."

Jamie Addis

CTO, Kadence