Onboarding a matrixed selling group needs an elastic approach
Luke Martin is the Senior Manager of Revenue Enablement Infrastructure and Operations at ZoomInfo, a go-to-market platform that offers an industry-leading database to help businesses identify potential customers.
Luke’s team supports about 2,000 sellers. One of their responsibilities is to bring in an average of 50 new revenue members every month as quickly as possible.
Their onboarding experience takes four weeks to complete and they were hiring employees in 10 unique roles (Sales Development Representatives, Account Managers, Customer Success Managers, etc.) every two weeks. 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 joined ZoomInfo 12 months ago, he realized that while the program worked, it was held together by duct tape. All logistics, from calendering to information distribution, were handled manually.
It wasn’t only inefficient, it was a massive risk factor to hitting revenue targets. ZoomInfo was investing over $6M/year in new hire training costs and couldn’t afford to make any mistakes. An influx of new hires could overload the system and create scheduling nightmares: double bookings, dropped meetings, and other headaches.
”As a public company hiring every two weeks, we’re making a massive training investment in new hires. When all of that flows through these manual processes, it keeps me up at night"
Luke needed to mitigate his risk. Such a complex onboarding program could not be sustained manually, especially in a growing business. With ZoomInfo ramping up new hires, his 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 program was facing a crisis and Luke knew he couldn’t throw more coordinators at the problem, slowing things down. Luke 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.
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 easily
Simple admin controls for on-the-fly customizations
Within the first 23 hours, Tangelo had already completed its first integration: a remarkably fast turnaround. After just 12 days, ZoomInfo’s calendar was fully automated.
Tangelo reimagined hiring for ZoomInfo. As soon as it was implemented, each new seller automatically received an onboarding experience that was tailored to their role, language, and location. Within the first 90 days, all six Tangelo integrations were completed and Luke’s team eliminated communication and productivity problems.
“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 infinitely scalable. With Tangelo, changes to their onboarding experience can be made on the fly. There’s no limit to what complexity the system can handle, without creating any more work for Luke’s team.
“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 80 hours of enablement support each month. Luke’s team could now make spreadsheets a thing of the past, get out of the rut of administrative work, and innovate.
“The reaction from my team has been unanimously positive. They’ve said things like ‘this is magic!’”
It’s not just Luke’s team that loves Tangelo. Since implementation, there have been over 400 employees onboarded, each with a series of customized tasks automatically assigned. After the first month of using Tangelo, ZoomInfo received the highest employee satisfaction scores from new hires—its largest class of the year to date.
“In only three months, Zoominfo has sent out over 10,000 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 Luke’s 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.”
Luke Martin
Senior Manager of Revenue Enablement Infrastructure and Operations
With Elastic Onboarding by Tangelo, the possibilities are endless.
Relieved
80 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
500-1000
AI & Technology
Published on
April 10, 2024
By Tangelo