The Business Challenge
Dealing with aggressive growth goals, leaders at Zendesk needed a way to improve productivity and scale the company.
“When you need to scale and as your organization is expanding, it is really hard to grow without having a standard process,” said Jaimie Buss, Vice President of Sales for North America.
The lack of consistency in language and in process meant the organization struggled with accurately forecasting deals. In addition, in order to scale, the sales team would need to shift to selling the full value of Zendesk, which included the total suite of products with multi-year contracts. Like many companies tackling market share and trying to preserve margin, they needed to minimize the amount of discounting in the late stages of the sales cycle.