Organimi helps tech startup transform its account planning process.

Using Organimi org charts, Quantum Metric was able to capture critical account intelligence.

LOCATION

Monument, CO, Unites States

COMPANY SIZE

200


INDUSTRY

Technology

Organimi has helped make our one-on-one sessions with sales reps more efficient, and a lot more strategic.

Trevor Pyle

Senior Product Marketing Manager, Quantum Metric

GOALS

Needed to use a simple, standardized tool that was powerful enough to profile partner organizations and account activity

OBSTACLES

They needed a way to map its partner and customer organizations to facilitate account planning and other strategic sales initiatives

RESULTS

 With Organimi, account planning has become more standardized, making it easier to rank each account’s potential

See how Organimi helped Quantum Metric with sales and account planning.

Overview

This Colorado-based startup uses digital analytics to help its clients improve their customers’ digital experience. Quantum Metric is experiencing explosive growth, and the staff, now numbering close to 200, has more than doubled in the last year. With almost everyone working remotely, communication and collaboration present an ongoing challenge.

For Quantum Metric, this challenge was external as well — they needed a way to map its partner and customer organizations to facilitate account planning and other strategic sales initiatives.

Business Challenge

Quantum Metric wanted its partner team to use a simple, standardized tool that was powerful enough to profile partner organizations and account activity. Manual spreadsheet solutions were unwieldy and time-consuming and could create too much deviation in how information was presented from rep to rep.

At the same time, the Quantum Metric sales team searched for an account mapping solution to help them profile contacts within each account by user type (e.g., coaches, technical buyers, approvers).

Both the channel and sales teams explored several options but found they either lacked basic functionality or were expensive and too cumbersome to use.

A channel team member had used Organimi at a previous company and found it effective and straightforward to use. He suggested that Quantum Metric evaluate it for both of their requirements.

For our top tier accounts, we ask every rep to build an Organimi chart for the areas of the organization they’re engaging.

Trevor Pyle

Senior Product Marketing Manager, Quantum Metric

Solution

The company began by introducing Organimi to its partner sales teams. The partner reps used the tool to create org charts of their key partners. With Organimi, they could map out the most active partner reps, the accounts those reps were working on, and where the Quantum Metric team should focus from both business development and end-user engagement perspectives.

Encouraged by the partner team’s success, the end-user salesforce also began incorporating Organimi into their account planning process. Trevor Pyle, Quantum Metric’s Senior Product Marketing Manager, explains: “For our top tier accounts, we ask every rep to build an Organimi chart for the areas of the organization they’re engaging.” The sales team also incorporates other vital data and uses color-coding to complete the customer profiles. For example, have they been contacted, are they friendly, what roles do they play in the sales process, and does this represent a ‘hot lead?’

Benefits

According to Pyle, using Organimi has improved the account planning process. “It has helped make our one-on-one sessions with sales reps more efficient and a lot more strategic,” he explains. “It’s providing us with much better data internally.”

Now, with org charts central to the process, account planning has become more standardized, making it easier to rank each account’s potential. “Organimi has created a lot more visibility throughout the organization when it comes to our targeting specific opportunities and strategic accounts,” says Pyle.”

Ultimately, as with any sales organization, it’s results that matter. “We have enabled our Sales Team with the resources they need to consistently deliver on their objectives,” says Chris Re, Sales Enablement Manager. “A lot of things go into that, but Organimi was definitely a part of that success. We think Organimi’s built a really great tool.”

Organimi was definitely a part of our success. We think Organimi’s built a really great tool.

 

Chris Re

Sales Enablement Manager, Quantum Metric

Curious to see how Organimi can help with sales and account planning?
Reach out to us and we’d be happy to help!