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Pipeline inspection, sales activity capture, rep coaching, team and rep performance enhancement, contact capture and creation.
Lack of visibility into sales activities, struggling to manage remote sales org, excess time spent on manual data entry, limited insight into the buyers reps are engaging with.
Increase in marketable contact database, more strategic decision-making, better pipeline management, increased executive visibility.
Forcepoint simplifies security for global businesses and governments. The company’s Data Security Everywhere architecture makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working.
As VP of Global Revenue Operations at Forcepoint, Clark Green ensures the company’s 400-person sales organization—spanning pre-sales, channel sales, renewals, frontline managers, and leaders—has the data and tools needed to create, convert, and close pipeline. That means providing the org with complete, reliable data around seller activity so managers and leadership can easily answer the age-old sales question: “What are my reps doing all day?”
When Green joined Forcepoint, he quickly realized that his leadership team was struggling to answer that question for their remote sales team.“Lack of visibility was our biggest challenge. We have all of these expensive sellers working remotely and we needed to understand how they were spending their time and who they were meeting with,” Green said.
Forcepoint turned to People.ai to get their sales org the data they needed—and saw the value immediately. “The two things that sold us on People.ai were how easy it was to set up, and the quality of insights. I could see everything happening across my org and it was so simple to deploy.”
Forcepoint relies on People.ai’s activity capturing, filtering, and matching to ensure they have complete data around every sales engagement happening across the org. This has not only helped leadership gain insight into who the sales team is engaging with and the health of a given opportunity, but has grown the company’s marketable contact database by nearly 32,000—generally costing over $242,000 to acquire. Forcepoint no longer has to rely on reps to manually enter contacts, instead leveraging People.ai to automatically detect, create, and match each contact to the correct account and opportunity in the CRM. Now, Forcepoint has a record of every person who has ever engaged with the company, their content, or its sellers. They have more insight into their potential customers than ever, allowing them to drive strategic, targeted marketing campaigns.
People.ai also continually captures thousands of sales activities to the CRM, saving Forcepoint an estimated 9,000 hours of sales rep time thus far, equating to approximately $785,000 in salary expense (and growing each day).
With the sales data they are now capturing, People.ai gives Forcepoint leadership a clear understanding of their team’s overall effectiveness.
Forcepoint created customized executive views in Engagement Dashboards providing real-time insights into sales performance with metrics like the number of customer touches, pipeline conversions, individual account and opportunity health, and total time spent. This allows leadership to have insight into their sales org’s pipeline without having to chase down individual reps or managers to get information around important deals.
Forcepoint’s frontline sales managers leverage Engagement Dashboards to see team-wide trends, health scores, and overall pipeline hygiene, as well as provide individualized coaching for each seller with rep-specific dashboards. With visibility into both rep and team performance, frontline managers are able to more effectively lead their teams, driving better seller habits and higher performance.
Forcepoint’s People.ai CSM also built Engagement Dashboards for Forcepoint to streamline their Quarterly Business Review (QBR) process. Before, reps spent hours each quarter pulling data from different tools and formatting slide decks to present in their QBR. With People.ai dashboards, all of the necessary data around their performance from the previous quarter is available in a single view and can be used to drive the entire conversation. By using People.ai to standardize the process across the whole sales team, Forcepoint’s QBRs are rooted in fact and are used as strategic sessions to reflect, identify areas of improvement, and plan for future growth.
The visibility provided by People.ai data has allowed the company to make more informed strategic decisions. People.ai uncovered that the difference in Forcepoint’s sales cycle length between a mid-market and enterprise deal was just 40 days, but the difference in revenue was nearly 16x. Forcepoint adjusted their strategy to move away from selling to mid-market and focusing more on large enterprise deals. As a result, the team spends the majority of their valuable selling time prioritizing bigger deals that result in much more revenue in roughly the same amount of time.
“The data that we get from People.ai is leveraged across leaders, managers, enablement, and revenue operations to finetune our strategy and drive high-performance across our entire sales org. People.ai lets us easily see what’s working—and what’s not,” said Green.
Forcepoint leveraged People.ai engagement metrics to assess the effectiveness of inside sales reps. They quickly uncovered a team-wide trend showing that reps were engaging with just a fraction of their assigned accounts. “We took a step back and looked in People.ai for answers. This was a struggle for all the folks in this function. Clearly, something was not clicking,” said Green. “People.ai allowed us to pinpoint exactly where things had gone wrong.”
Forcepoint used People.ai to identify that the issue did not lie in rep skill or effort, but rather in territory planning. Armed with People.ai data, territories were restructured and reallocated, and Forcepoint has since seen a big improvement in rep performance and the ability to manage their assigned accounts.
Forcepoint continues to explore new ways to leverage People.ai to further enhance productivity and decision-making. As the company looks ahead to 2025, People.ai remains a key tool in their efforts to drive increased efficiency and success across the business.
Learn more about People.ai and get a demo here.
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