Challenge: Onboarding was stuck in the weeds, with inconsistent rep completion
Grafana Labs, the leader in open-source observability, was scaling its go-to-market teams fast. But its onboarding couldn’t keep up. The enablement team spent 75+ hours a month coordinating 60+ Zoom sessions per cohort, juggling endless spreadsheets, and still struggled with missed invites and overlooked new hires.
“We were on a hamster wheel, fixing calendar chaos instead of focusing on what would actually drive revenue,” said Lauren Buchsbaum, Content & Operations Manager.
Even more concerning, only 58% of reps were completing the program, leading to uneven ramp and missed opportunities to build early pipeline. With no time to improve content or enforce stronger accountability, onboarding fell short of consistently preparing reps to sell.
The Solution
Grafana turned to Tangelo to eliminate manual chaos and build a program that directly drove results. With Tangelo, they automated every invite, reminder, and multi-week calendar, ending scheduling headaches overnight.
The team then layered on structured 30-60-90 day milestones tied to pipeline goals, complete with dashboards and alerts that kept managers engaged and reps accountable. For the first time, enablement could focus on high-impact coaching, content iteration, and evolving the program every cohort—moving from fully remote to hybrid, adding in-person certifications, and continuously refining how they ramp sellers.
“Tangelo let us stop playing calendar Tetris and start designing onboarding that truly moved the needle,” she added. “It became our engine for ramping sellers.”
“Before Tangelo, we were just trying to keep the lights on,” said Lauren Buchsbaum. “Automating the scheduling and tracking freed us to actually improve the program—tie it to pipeline goals, involve managers, and iterate every cohort.”
Jeremy Jacobs
Director of Enablement
The Results
The impact on Grafana’s business was unmistakable. By automating the operational backbone of onboarding and tying every step to concrete sales milestones, Grafana enabled new hires to ramp faster and start delivering real results. Reps who completed the Tangelo-powered program generated triple the pipeline and bookings in their early quarters compared to cohorts before the transformation.
Completion soared from 58% to 97%, ensuring nearly every new hire hit critical 30-60-90 day milestones and contributed to revenue on schedule. At the same time, the enablement team reclaimed 75+ hours every month, reinvesting that time into refining content, coaching new hires, and scaling the program to keep pace with Grafana’s growth.
“Onboarding used to be a cost center. With Tangelo, it’s become a growth engine. Seeing our new reps generate triple the pipeline and bookings is proof that enablement isn’t just important—it’s essential to hitting our revenue targets.”
Jeremy Jacobs
Director of Enablement
As these results took hold, the program attracted even more investment. Grafana began flying new hires in for immersive certification weeks, while other teams like HR adopted Tangelo to unify onboarding across the company.
“There’s simply no other tool like Tangelo,” Lauren Buchsbaum said. “It’s built for enablement, puts learners first, and directly drives revenue. Even small automations—like sending tailored Slack follow-ups after sessions—made a huge difference. Tangelo has become our backbone.”
Relieved
Freed 75+ hours a month from manual scheduling, spreadsheets, and missed invites.
Gained
Automated, milestone-driven onboarding tied to pipeline, with dashboards keeping reps and managers accountable.
Made Awesome
Reps now generate 3x more pipeline and bookings, with 97% completing the program—turning onboarding into a true revenue driver.
Grafana triples sales pipeline and bookings with Tangelo’s onboarding engine
Customer Stories / Grafana
Grafana Labs, the world’s leading open-source observability platform, turned to Tangelo to scale their onboarding and drive consistent sales impact. By eliminating manual chaos and tying onboarding directly to pipeline goals, Grafana transformed enablement into a growth engine—tripling the pipeline and bookings of new reps.
Use Case
Sales Onboarding & Ramp Automation
Industry
Software
Team Size
1,000-2,000 employees
Published on
July 11. 2025
By Tangelo