Xvoyant - Sales or Customer Service Solutions Technology Partner of the Year
Company: Xvoyant, West Jordan, UT
Company Description: Xvoyant is a Sales Performance Improvement Platform. Xvoyant simplifies 1: 1 coaching by providing Performance Intelligence native inside of Salesforce. Founded in 2016 by Rob Jeppsen, Xvoyant is helping thousands of salespeople in 19 countries around the world transform the 1: 1 from a "check-in" to a triggering event that drives performance, % of reps hitting goal, SFDC adoption, and retention.
Nomination Category: Solution Provider Awards Categories
Nomination Sub Category: Sales or Customer Service Solutions Technology Partner of the Year
Nomination Title: Xvoyant Sales Performance Improvement Platform: Transforming the 1: 1
Tell the story about what this nominated organization has achieved since the beginning of July 2017 (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:
Xvoyant was founded by 15 time Stevie Award Winner, Rob Jeppsen in 2016 to help Sales Managers have 1: 1 coaching sessions that both ignite and inspire.
As a Sales Performance Technology, Xvoyant is native in a company's sales system of record (Salesforce) and uses existing sales CRM data to forecast the future value of any rep on a team. While CRM looks backward with reports and dashboards, Xvoyant helps reps and leaders look forward and create individual plans inside the CRM system.
Xvoyant has created an impact quickly with nearly 30,000 salespeople in 19 countries around the world.
Since July 2017, Xvoyant has:
- Achieved YOY growth of 400%
- Achieved profitability
- First Million $ ARR month
- Nearly 100 Market Leading Customers in 3 vertical Markets:
- Financial Services (Comerica, Zions, Huntington)
- Technology (Adobe, AdRoll, Steelhouse)
- Manufacturing (Waste Mgt, Valvoline, Avery Dennison)
- 100% Customer Renewal Rate
- 100% Expansion Rate
- Multiple industry awards
Results for customers have been impressive. The average improvement includes:
- Over 30% increasein sales.
- Over 15% increase in % reps hitting quota.
- 95% increase in CRM adoption (# of activities and events logged)
- 28% reduction of sales cycle time
- 20% improvement in salesperson retention.
Important Obstacles Overcome
Native in CRM. Creating individualized coaching recommendations and presenting them inside the CRM platform has never been accomplished.Most leaders spend hours exporting data and running complex Business Intelligence solutions or creating master spreadsheets no reps have access to. Xvoyant keeps business logic in the browserand looks at data existing in Salesforce to derive insights and re-render them inside the CRM experience. For the first time, CRM looks forward, not backward. Reps and leaders appreciate this and have used CRM much more proactively as a result.
Adoption.Rendering native inside of the CRM has been a huge accomplishment as both Salespeople and Sales Leaders don't have "new tool" fatigue. The Xvoyant coaching solution feels like an extension of the CRM and as a result, adoption is over 80% as companies ask leaders to conduct all 1: 1s through the Sales System of Record.
Simplify the Coaching Process. Less than 3% of sales teams have a 1: 1 coaching process. Coaching is random in most cases. Xvoyant helps ensure all 1: 1 coaching sessions help salespeople create more purpose-driven activities. Many systems simply try to help create more activities. Xvoyant helps leaders be relevant to reps by shining light on which activities either "Tune the Sales Engine" or "Tune the Deal." Every 1: 1 now is directed to identify if a rep needs to improve one of the 4 drivers of a sales engine (Opportunities, Revenue per Customer, Win Rate, and Cycle Time) or if activities need to be conducted to engineer "customer verifiers" for specific stages in specific deals. By driving all coaching conversations to how activities either fuel the engine or win the deal, leaders and reps now have a blueprint on how to win...right inside of the CRM.
Real-Time Intelligence Solution.Xvoyant's AI Performance Intelligence platform provides Individualized Coaching Suggestions based on 3 proprietary intelligence sets:
Process Intelligence: Xvoyant instantly calculates the proficiency each rep has in their unique sales process and makes recommendations where a rep will see the most improvement by focusing their efforts. Reps clearly see how process fuels outcomes.
Coaching Intelligence: Xvoyant is the only company in the world to measure coachability or impact of an individual leader inside CRM. Reps instantly visualize the way coachability fuels their process.
Outcome Intelligence: Xvoyant’s real-time win-loss assessment inside the CRM identifies variance between wins and losses. This measure is applied to the current pipeline to identify how to win any deal in the pipeline.
Please consider Xvoyant for Sales Solution Technology of the Year. For years the 1: 1 has been the biggest missed opportunity in Sales Leadership. Today, Xvoyant is helping sales teams transform the 1: 1 to their greatest strength.