Case Study

12 min read

Hexagon Platform Solutions Customer Success Story

By: Koncert Marketing on Mar 23, 2021 8:07:02 PM

Hexagon, Platform Solutions is focused on providing solutions for the application and embedding of Xalt for industrial enterprises. Xalt is a powerful framework for accelerating digital transformation and the ability to leverage IoT data. Today, Platform Solutions focuses on Xalt’s abilities as a mobile app platform provider that allows enterprise business leaders, IT professionals, and business analysts to improve their business processes, operations, and overall organizational efficiency. Hexagon, Platform Solutions was formed from the acquisition of Catavolt, inc. within Hexagon AB. Catavolt, Inc. was founded by enterprise software pioneers from IBM and Infor in 2008 and has been helping companies outmobilize their competition ever since.

“We asked ourselves,” says Kim Brown, Director of Sales Development & Operations at Hexagon, Platform Solutions, " ‘How do we want our sales team to spend the majority of their time?’ Entry level sales professionals who do cold calling and prospecting can easily spend 7 of their 8 hours a day punching numbers into a phone and not necessarily talking with anyone. We wanted a mindset shift.”

The Challenge

Even with tools and technology at their disposal, Hexagon, Platform Solutions faced a hurdle. The organization wanted to connect with its market faster and with more accuracy.

Hexagon, Platform Solutions was a longtime ConnectAndSell customer. Over the years they made continuous, concerted efforts to drive costs down and boost sales productivity levels. These goals prompted the shift to find a new sales engagement platform.

Benefits

Sales Enablement

Hexagon, Platform Solutions was already taking an account-based approach when they began using Koncert, and Tim Marinello, Hexagon Platform Solutions’s Vice President & GM of Sales, found that the platform was “a necessary tool — for any account-based system. If you don’t have the ability to target the right folks and get to them efficiently, then an account-based approach is really not an option. And that’s what Koncert really provides. It’s allowed us to do it all in a more cost-effective manner, and it’s pushed us to be more agile with how much we spend for each connection.”

Multiple dialing methods allowed the organization to reach more prospects and enabled their team to place the majority of their focus on qualifying leads and following up with opportunities. Kim noticed a sizable improvement in their pipeline creation. “We increased the amount of dials and qualifying on the front end, so from leads that came from a cold call in Koncert, we were able to increase our pipeline generation (from qualified lead to pipeline) from 14 percent to 24 percent in nine months. It was fantastic for us.”

Koncert offers advanced recording features that give management the insight needed to properly train their cold calling professionals. “When everything is recorded and your reps are calling four times more often than the average rep at other businesses, you learn right away what the challenges are and what you need to do differently,” says Kim. The result is a highly trained workforce that has access to powerful sales enablement tools.

Sales Rep Retention and Growth

In sales, employee retention is a hot topic. On average, cold calling sales representatives stay at a company for 12 to 18 months. Hexagon Platform Solutions’s average is upwards of 18 to 24 months. Their management credits this to several factors, and Koncert has played a large role.

“Our reps get to ‘win’ more often, they get to make more money, and because we use Koncert, their whole day doesn’t have to be cold calling,” says Kim. “We can get the same production in three hours that would normally take someone eight hours.”

As a result, sales representatives have more time in their workday. “They get to run their own meetings, they get to strategize about how to best address their specific market, they get to do follow ups.

They basically get to be more of an actual sales rep than a cold calling rep. Our calls are accelerated. And yes, we could have eight hours of cold calling if we wanted to, but we’ve been able to have the freedom to set up a roadmap for these reps to become sales professionals in their career.”

ROI

Eighty percent of Hexagon, Platform Solutions’s new customer pipeline is sourced from their sales development team. The number of dials that would normally take them three days to make, they now make in one.

Tim notes that Koncert’s products have dramatically impacted his sales team’s success. Without agent-assisted dialing tools, sales representatives had around five conversations per day. “Having tools that multiply the number of quality connections and intro sales conversations by 3, 4, 5 times,” says Tim, “leads to more meetings set, more demos done, more opportunities created, and closed revenue.”

Hexagon, Platform Solutions has been able to arm its staff with a tool that helps its team win more efficiently. “We’re getting more production out of a six person team [using the agent-assisted dialer] than we did with 20 manually doing it. It pushes folks to get better and become better sales professionals in the process.”

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