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Having gone from B2C to a B2B company selling upmarket, the Superhuman team was now selling to a very different customer who was used to buying in a different way.
The team needed to rethink their sales process and technical architecture to support their evolving revenue goals and business strategy.
“We redid the sales process and methodology with Go Nimbly. We cleaned up Salesforce, and changed how we move opportunities through the funnel, adding new sales methodology to our qualification. We now have consistent forecasting and reporting of all funnel stages that creates more clarity for me, our reps, and upper management. ”
Andrew Johnston, Head of Sales
To enable the work needed to help Superhuman continue to evolve and scale, they needed a strong operational foundation. We identified tech and process gaps that were hurting efficiency and productivity, and built a strategic roadmap to address them.
We focused on the work that would have the biggest impact for the team, including reducing manual processes through automation and establishing processes to improve collaboration across teams.
The Superhuman team was already using Gong for call recording, but weren’t exporting any activities or call data to Salesforce, which meant the go-to-market teams were missing out on those insights.
With Gong properly integrated, teams had much more visibility into what customers were saying, helping them understand what needed to be built and what was preventing them from closing larger deals.
The existing process for managing new business opportunities was not applicable to other sales paths, which meant the team was unable to effectively track renewals or expansions.
To address this, we audited their existing Opportunity flows and created Opportunity Record Types for new business, renewals, and expansions, as well as subtypes for trial users.
All the illustrations you see here were created by Jenny Koland. Jenny is a San Francisco-based surface designer and illustrator whose work is inspired by everyday magic and the curiosity of childhood.
You can find more of Jenny’s original work on Instagram here.
Perhaps you’ve noticed the inclusion of some unique artistic elements throughout this story, and are curious about the thinking behind that? For one thing, we believe Revenue Operations is both a science and an art form.
Often, these kinds of stories are told alongside corporate branding and imagery, in a way that we don’t think truly represents the creative vision and collaboration that goes into getting this kind of innovative work past the finish line.
We’re passionate about the work we do, and every customer story we feature here is one we’re excited to share with you. In the spirit of that, we’re working with independent artists to help us tell these stories through commissioned artwork.
Are you an artist, or do you know one we should reach out to? Let us know! We’re always on the lookout for talented folks to work with and showcase.
