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Onboarding a matrixed selling group needs an elastic approach

ZoomInfo is a go-to-market platform that offers an industry-leading database to help businesses identify potential customers.


Their Revenue team's onboarding experience takes four weeks to complete and they hire employees in 10 unique roles (Sales Development Representatives, Account Managers, Customer Success Managers, etc.). Each job requires a tailored onboarding experience complete with VILTs (virtual instructor-led training sessions), role-playing exercises, manager follow-ups, and role-based content for new hires to learn.


“With that complexity, it can spider out pretty quickly. For every 50 new hires, that ends up being over 200 different onboarding sessions that have to be scheduled every four weeks.”


When Luke Martin, Senior Manager of Revenue Enablement Infrastructure and Operations,  joined ZoomInfo 12 months ago, he realized that while the program worked, it was operationally unsustainable. All of the logistics; calendering, reporting, communications, information distribution, etc, were handled manually.  


An influx of new hires could overload the system and create scheduling nightmares: double bookings, dropped meetings, and other headaches. 


”We are making a massive training investment in our people. When all of that flows through these manual processes, it keeps me up at night."


Their team needed to mitigate this risk. Such a complex onboarding program could not be sustained manually, especially in a growing business. The team was bogged down with the admin work of sending thousands of monthly calendar invites, communications, follow-up tasks, and manually pulling attendance data. 


“Before Tangelo, we were in a logjam.”


ZoomInfo’s onboarding team needed a modernized solution.

The Solution

Luke was searching for enterprise-ready infrastructure to handle everything related to ZoomInfo’s onboarding program. It had to automate the calendar tetris, work with systems like Workday and Okta, and be so easy to use that employees without coding experience could navigate it. But most importantly, it had to be flexible and instantly responsive to ZoomInfo’s business. 


That’s why he turned to Tangelo. 


"We completed a vendor comparison and none of them could do what Tangelo could from a scheduling perspective."


Tangelo came up with a plan to alleviate four ongoing challenges to ZoomInfo’s sales enablement.

  • Automate their program calendaring

  • Create a simple and accurate communication solution for new hires

  • Allow Luke’s team to easily track new hire progress

  • Simple admin controls for on-the-fly customizations

Within the first 23 hours, Tangelo had already completed its first integration. After just 12 days, Zoominfo welcomed a new hire cohort of 35 people in 5 different roles via automated calendaring: less than two weeks for a time-to-first-value!


As soon as it was implemented, each new seller automatically received an onboarding experience tailored to their role, language, and location. Within the first 90 days, all six Tangelo integrations were completed, Zoominfo had derisked its program, and Revenue Enablement invested their recaptured productivity into new ways to support their sellers.


“Since everything's all in one spot thanks to Tangelo, we can work together better. That ultimately improves the new hire experience too.”

"We completed a vendor comparison and none of them could do what Tangelo could from a scheduling perspective."

Luke Martin

Senior Manager of Revenue Enablement Infrastructure and Operations

The Results

Running on technology, ZoomInfo's onboarding program is safe, sustainable, and scalable.


“It's a killer product that stands apart.”


Thanks to Tangelo, ZoomInfo’s onboarding process went from manual to elastic. The flexible onboarding system matches the company’s workflow and needs.


“If ZoomInfo needs to throttle our hires or if we need to crank it down for whatever reason, the automation is still going to happen. Our risk is mitigated thanks to Tangelo.”


Soon, ZoomInfo was saving over 100 hours of enablement support each month.


“The reaction from my team has been unanimously positive. They’ve said things like ‘this is magic!’”


It’s not just Zoominfo’s enablement team that loves Tangelo. After the first month of using Tangelo, ZoomInfo received the highest employee satisfaction scores from new hires to date.


“In only three months, Zoominfo has sent out over 10,000 calendar invites, all automated and customized by Tangelo. Over 90 percent of our manual issues have already been solved.”


Luke is now seeing how other parts of ZoomInfo’s business can be helped by Tangelo, such as everboarding programs, product launch training, and promotion pathing. For ZoomInfo, there’s innovation when the team isn't bogged down with administrative work. 


“In just 90 days, there have been countless hours per month saved. Productivity has been reclaimed. Our program has been derisked. Tangelo has already paid for itself.”


With Elastic Onboarding by Tangelo, the possibilities are endless.

“In just 90 days, there have been countless hours per month saved. Productivity has been reclaimed. Our program has been derisked. Tangelo has already paid for itself.” 

Luke Martin

Senior Manager of Revenue Enablement Infrastructure and Operations

Relieved

100 hours per month of manual work saved.

Gained

Highest Employee Satisfaction Scores for new hires post-implementation.

Made Awesome

ZoomInfo can reclaim productivity, raise employee satisfaction, and mitigate the risks in their onboarding program.

An Elastic Onboarding Experience Allows ZoomInfo to Innovate

Customer Stories / ZoomInfo 

When manually handling the company's onboarding systems became untenable, partnering with Tangelo offered a flexible, automated solution that saved time and gave them the freedom to innovate.

Use Case

Automation

Industry
Team Size

1,000-5,000

AI & Technology

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