Customer Story

Robin Supports 200% Sales Team Growth with Yesware’s Salesforce Sync

Industry
SaaS
Employee Count
11-50
Headquarters
Boston, MA
Customer Since
January 2015

45%

Increase in Reply Rates

15m

Onboarding Time for New Reps

Team Growth in 60 Days

“I knew from an efficiency standpoint as we were going to be scaling our team that living in email where we communicate with customers would be more efficient as we doubled and tripled.”

John Leonelli, Sales & Partnerships

Background

Robin Powered is a meeting booking system used by companies like Netflix, Kayak, and Sonos to manage reservations of office conference & call rooms.

Downloaded on iPads that are mounted outside meeting rooms, Robin helps employees to wrangle last minute rooms, check into pre-scheduled meetings, and avoid double-booking across the team.

Problem

Robin’s first sales enablement tools was “not that robust”

Back in 2014, the Robin sales team was using a different Gmail plugin to sync its CRM to email, and they weren’t getting what they needed.

The tool was going through an acquisition by a CRM company, and its integration with Robin’s CRM just wasn’t fully baked.

The end result was that the sales enablement tool wasn’t fully compatible with Robin’s CRM, and the sales team could create leads from an inbox sidebar but not manipulate their status like they needed to.

Solution

Yesware introduces effective CRM sidebar, email templates, reporting

The Robin sales team recognized that it was time for change — especially with plans for growth.

“I knew from an efficiency standpoint,” says John Leonelli, head of sales and partnerships, “As we were going to be scaling our team that living in email — where we communicate with customers — would be more efficient, especially as we doubled and tripled.”

Robin found Yesware, and it’s been a case of happily ever after ever since.

“Not only are we living in Gmail more, but we’re much more efficient in communicating, replying, and engaging with prospects,” says Leonelli.

Benefits

Stronger efficiency in the face of rapid growth

“Yesware is much more than the email tracking tool so many companies know it for,” says Leonelli.

In addition to the CRM sidebar that the Robin team quickly grew to love, the team has experienced a secondary benefit with email templates and team reporting features.

“As we increased our volume, we wondered — ‘Are we maintaining the same level of opens and replies?’ Yesware gave us the answer, and helped us to actually increase our rates,” Leonelli explains.

The personal tracking report shows individual reps how their emails are performing, and Yesware’s weekly team report serves as a benchmark, identifying the emails that have the most effective messaging.

Looking at which email templates across the team have the highest open and reply rates, the Robin team understands who is having the most success, why, and how they can bring it to the rest of the group.

New sales hires at Robin typically start off with a 20-35% email reply rate. Using Yesware’s template sharing, they’re quickly ramped up to a 40-65%. Sales leadership is able to understand what’s working and get the rest of the team to mirror effective messages as they ramp up.

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