Salespod guides development strategy with user behavioral insights
Salespod is an action-centric CRM that was built mobile first. They evolved from a project at L’Oreal Paris as a solution to track distribution in 4 countries and now they have a client roster that includes T-Mobile, Lavazza Coffee and are partners with Cisco and Salesforce.com
In order to create the most value for the 1.2 billion people working out in the field, they knew it was important to strip away all the noise and unnecessary data from CRM and provide real time information to their users. They wanted to boost sales productivity in the same way real time (just-in-time) manufacturing boosted production capacity few decades ago. They did it by providing the right piece of information to the right person at the right moment, removing bureaucracy from CRM.
“We had initially developed an in-house tracking application – but decided we didn’t want to spend any more time and resources on this. Our focus is our CRM solution and Totango was exactly what we needed,” said Marko Kovac, CEO of Salespod, “We believe Totango will save us more money each month.”
When it came to finding the right customer engagement management solution they needed one that could offer: quick implementation, the ability to view real-time reports, tracking for their sales pipeline, a view on how many of our users convert from trial to paying or cancelled, and which modules of Salespod were used the most.
“The implementation was quick! We are a small team and we work like crazy, all it took was just a few hours. When I saw it, I liked it, then we did the integration and used it for a month, assessed it and after 2 or 3 weeks the decision was made; we chose Totango.”
Understanding usage behaviors to improve trial-to-paying conversion rates
One of their goals at Salespod with Totango was to understand more about the usage behaviors of their end users. They started tracking various modules within their solution such as client and pipeline management, photo galleries, visit tracking, account settings and messaging.
“I look at the activity stream and dashboard on Totango to see what’s going on with my clients. I especially like the leaderboard which allows me to see which of them are most active.”
With Totango, Salespod aims to improve trial-to-paying conversion rates and track and better understand how people are using Salespod.