WePay Inc. - Best Use of Technology in Sales



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Company: WePay Inc, Redwood City, CA
Company Description: WePay is the payments partner to the platform economy. It processes billions annually for online platforms including Constant Contact, FreshBooks, GoFundMe, and Zoho. WePay protects its partners from risk and regulatory exposure while supporting seamless payments experiences for their end-users. It was named to the 2015 and 2016 Inc. 500 lists as one of the fastest growing private US companies.
Nomination Category: Sales Awards Achievement Categories
Nomination Sub Category: Best Use of Technology in Sales

Nomination Title: Leveraging Cutting Edge Technology to set Sales up for Success

Tell the story about how your organization used technology to improve sales operations, drive sales growth, and/or improve customer satisfaction since the beginning of July 2015 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

WePay has grown significantly since its founding in 2008 and public launch in 2010. Along the way, it secured $75M in funding and has been recognized for 1,795% growth in the last 3 years.

A victim of its own success, WePay went through a major turnaround in early 2015. One of the key hires in 2015 was Kurt J. Bilafer, the VP of Sales and Customer Success, a Sales veteran with over 20 years of industry experience, who redesigned the Sales organization from the ground up. Specialized teams were put into place with new leadership that was aligned across focus areas. This allowed the team to be more productive and effective with customers, resulting in greater customer intimacy and new business growth.

In a matter of 9 months, WePay’s sales team transformed from an organization without solid processes and systems to one with key technologies in place to support and enable the sales team to succeed in the field.

Key Technologies that Enabled Success:

1. Hoopla leaderboards: As WePay’s sales force rapidly doubled in size, it needed a way to focus its sales teams on the key objectives and drive growth in a culture that celebrates success. Leveraging Salesforce to track its lead conversion and deal flows, WePay is able to engage its sales teams through live, interactive communication using Hoopla’s technology. The power of recognition and celebration has bred excitement and friendly competition in the office. It has also allowed WePay to communicate clear goals and performance insights that then drive greater results, productivity and accountability.

Result: It has reinforced a fun and competitive culture and provided an opportunity for the entire organization to celebrate each win.

2. Salesforce CRM: Salesforce.com (SFDC) adoption increased, Sales reps live and breathe SFDC in order to be credited for their work, managers are better able to track progress and report on them, and data integrity continued to improve.

Result: Data became more reliable and used to better manage pipeline, improve revenue forecast and support existing accounts

3. Anaplan for Commissions planning: In 2015, Commissions were done manually on Excel spreadsheets, with no payout statements, little visibility to historical payouts and poor alignment with Finance and Payroll. This worked OK when there were only 3-5 reps, but not when the team was approaching 30 by the New Year. At the beginning of 2016, Commission planning moved to a more intelligent and scalable platform using Anaplan. This allowed the reps to review their plan and attainment at any point in time as well as track their payouts. It also allowed managers to better assess their team’s achievements and plan future mbos and goals accordingly.

Result: Better visibility into monthly attainments and better tracking of payouts with faster reporting.

4. Datahug: As the Sales organization rapidly grew in 2015, there was little visibility into how the reps were performing or how effectively they were managing their deals. In early 2016, Datahug was put in place to provide managers with more data and insights into each rep’s engagement level. The insights provided the managers with specific teaching points that then enabled each rep to focus on the right deals in the right ways to gain higher quality win rates.

Result: Managers get better insights into reps’ engagement level with their deals and reps get better coaching that help them to be more effective in their sales

5. Adobe Sign: For much of 2015, contract agreements had to be printed out, manually signed, scanned and emailed to the sender. This process often took days or weeks if one or both of the signers were out of the office. In 2016, WePay moved to Adobe Sign which provided e-signature capability but also allowed tracking and archiving of documents.

Result: Better sales force productivity

The WePay Sales organization has built up the foundational infrastructure to support a rapidly growing organization with evolving needs.