An abundance of content across multiple platforms requires a simple, streamlined solution
GoTo is a global SaaS (Software as a Service) company making IT management, support, and business communications easy for millions of customers around the world.
As members of the Sales Enablement team, Senior Director Tara Medeiros and Senior Manager Jackie Andrus support GoTo’s internal organization of over 500 sellers, who in turn help their many customers simplify their business needs.
But when GoTo’s sales onboarding program expanded into a 90-day model, the company faced three distinct challenges:
1. It became incredibly tedious for GoTo to manually pull all the program’s data hosted across many platforms. Not to mention, it was cumbersome to exhibit the data on one enormous spreadsheet. It was such a time-consuming and error-prone process that there was often a lag in acquiring key performance metrics, which made it difficult to effectively measure program effectiveness to executive leadership.
“It became a full-time job just to track the program,” noted Jackie.
Hence, Tara and Jackie were asking themselves a few key questions. How do we effectively and accurately track that the program is working to the best of its ability? How do we streamline all the various markers into one convenient, organized location? How do we measure leading (and lagging) indicators to better generate performance data?
2. Onboarding coordinator Ari Rinaldo simply had too much program admin work on her plate to manage. From manually setting up calendar invites for various cohorts to directly communicating with each seller, the sheer amount of tasks became too much to handle. On top of that, it became difficult for reps to smoothly navigate multiple systems to complete the onboarding program. Key information was spread across different platforms, and without proper guidance, user participation and completion were lagging. Simply put, the program was bursting at the seams.
3. GoTo also faced the (rewarding!) challenge of further evolving its sales onboarding program. After the program won a Brandon Hall Excellence award in 2023, GoTo privately wondered where to go next, especially when contending with the increased effort and resources required to manage such a complex setup. What products might GoTo need to invest in to elevate their program to the next level?
The Solution
GoTo had surveyed various learning management and sales readiness systems, but none of them a) provided a clean data layer that helped effectively predict performance and b) reduced the workload of managing the onboarding program.
Tangelo presented GoTo with a custom-branded product that streamlined information and the workflow of sales onboarding. It not only increased user participation and completion by creating a compelling learning experience, but it also automatically tracked their progress and eliminated the need for superfluous communication from a coordinator.
As soon as Tara and Jackie were introduced to Tangelo, they were immediately excited by the numerous other features it offered, including:
Simple user interface that consolidated and simplified multiple tasks
Native integration with tools like Slack & Outlook Calendar
Scorecard functionality for rep certification
Unique SCORM (Sharable Content Object Reference Model) capabilities
While other systems created extra barriers to automation, Jackie noticed that Tangelo easily solved their multifaceted calendaring needs.
“Our number one selling point was the calendar because it took the most time. It’s the most complex thing we’re navigating and modifying. That’s what made us get serious and look at Tangelo.”--Jackie
A cookie-cutter program wasn’t going to cut it for Go-To’s world-class enablement team. Tangelo needed to exceed their rigorous design expectations, and it did by adapting to their constantly changing needs. Tangelo’s customizable nature made it feel like an organic extension of GoTo’s sales onboarding program.
“That was a big feature in terms of how we show our sellers that we are investing in them and what's going to make their selling journey at GoTo unique. We were able to brand Tangelo so that it didn't feel like just another tool.”
“We could barely contain our excitement when we learned that Tangelo could automate manual workload and consolidate the program’s enormous amount of data into a single view”
Tara Medeiros
Senior Director, Sales Enablement
The Results
“It's no small comment to say we are using Tangelo to host sales onboarding, the most critical program that we run from sales enablement,” says Tara.
Tangelo’s critical automations and real-time tracking capabilities helped produce meaningful data for GoTo in one convenient location. Instead of compiling data into an unwieldy spreadsheet, Tara and Jackie can now track completion & attendance data in real-time in a single view.
Plus, with the help of Tangelo, GoTo now saves over 80 hours each month in program admin tasks that previously bogged down their flagship program. This provides the enablement team more time to offer quality support to GoTo’s new hires, and specifically allows Ari, the onboarding coordinator, the opportunity to embrace a larger program management role by aligning and strategizing with key stakeholders throughout the GTM onboarding program.
With Tangelo’s key customizations, GoTo can templatize proven workflow methods while refining others. Tangelo’s strong infrastructure has afforded GoTo the flexibility to make quick, efficient changes in response to value adds and stakeholder requests.
“With Tangelo, the ROI is built in. You can prove that the programming will decrease ramp time, create a better experience, uplift morale, and increase confidence.”
By providing GoTo with automated data and insights into their onboarding effectiveness, they can rapidly iterate and improve on their program. It’s through the use of critical automations, such as new hire tasks and calendar scheduling, that GoTo’s program is better positioned than ever to keep winning awards.
“GoTo has a high-performing enablement team and we are very critical of what we put our name on. Tangelo holds up our world-class image and makes a new seller feel that they've made the right decision to join the GoTo organization. Tangelo matches the high standards that we have for our team.”
Tara Medeiros
Senior Director, Sales Enablement
Relieved
Scattered data and at least 20 hours of manual work per week saved
Gained
Real-time view of new seller performance and more hands-on quality support for new hires
Made Awesome
GoTo can better assist new hires now that Tangelo streamlined onboarding tasks into one platform and made it easier than ever to see if they’re on track with the program’s key performance indicators
Tangelo helped GoTo elevate their award-winning Sales Onboarding program with a convenient, streamlined data layer
Customer Stories / GoTo
When GoTo up-leveled their onboarding program, Tangelo helped them measure effectiveness by illuminating leading indicators in a simplified format.
Use Case
Automation
Industry
Team Size
3,000-5,000
AI & Technology
Published on
July 23, 2024
By Tangelo