Versa specializes in secure network solutions. Their main product, Versa SASE, is used for building agile, secure enterprise networks both on-premises and via the cloud.
Versa operates a five-stage sales cycle. Each stage involves several sales plays and actions, designed to address the unique pain points and decision drivers of large enterprise customers—understanding of the prospects’ underlying tech stack, and service providers for the network switches and other components.
This results in a long 8-10 month sales cycle, with poor visibility into the adoption of sales playbooks by reps on customer calls. This leads to challenges in lead qualification (i.e. high wastage of leads) and inaccurate forecasting.
The traditional process of using LMS is broken—knowledge gets lost by the time it gets to reps and they remember to implement the training on a live sales call. And for the GTM leaders, they spend a lot of time answering the same question—“where is this deal stuck”?
So they’d waste hours listening to call recordings or perform tedious pipeline reviews with reps in order to get to the bottom of the problem and coach reps accordingly. This was taking precious time away from actually selling and driving revenue for everyone. Versa leadership wanted to fix this with Zime.
Versa has over 200 sales reps, and a solid leadership team with experienced sales leaders like Martin Mackay, Evan Fromberg, Brent Bair and a rockstar enablement and Ops team led by Mickey Singh and Swati Shah. Collectively, they have decades of experience with various sales processes and tools, but they needed a solution that understood the Versa products, customers, playbooks first, in order to effectively coach reps and track adoption.
Zime’s differentiation is that we start with your sales strategy and enablement assets first, to build custom Actions that are very specific and measurable.
Zime built custom Actions for Versa by synthesizing all their existing sales material including product release notes, case studies, sales playbooks, battle cards and customer calls.
An Action Engine is Zime’s unique approach to taking unstructured content and turning it into a checklist tailored to Versa’s industry, product lines, deal stages and distribution channels. Zime Actions are actionable and measurable, so its easier to track where deals are stuck and how to move them forward across the pipeline.
As one example, Versa’s customers often have existing providers for switches and networking components. So tech stack discovery is a critical step for Versa sales rep. Not only did we create a specific Action around discovery, but once the customer tech stack was identified, there were other related Actions on which specific product line to emphasize, which customer success story to highlight.
Zime delivers Actions just-in-time to reps an hour before every sales call. Actions are presented in the form of a checklist with relevant context, enabling reps and managers to objectively assess lead quality.
Lead qualification was now objectively calibrated and normalized across all sales reps, eliminating the inconsistency that was prevalent before. This resulted in a20% increase in pipeline by reducing wastage of leads.
Zime also includes a notetaker feature that records and accurately synthesizes sales calls. But there’s more!
What’s more:
Call insights are mapped directly to Versa’s Actions, so every call summary has context on the company and is highly relevant. No other call recorder does this. For example, whether the customer’s underlying tech stack is MPLS or DIA? Now sales reps know which product features to highlight.
The call notes are also automatically uploaded to the CRM.
All of this saved 50% time for leaders, while also improving progress of deals across the pipeline. Versa was able to cut down long pipeline review meetings, and reps felt self-empowered to learn and sell effectively.
With reps self-empowered to sell effectively, a couple things start to happen:
Their performance starts to go up as they focus on Actions on their sales calls (the actionable part of Actions)
Leaders can now track adoption of Actions (the measurable part of Actions)
Sales leaders get a Zime scorecard that analyzes performance against the Actions. Reps get clear visibility on their blind spots and use it to better discovery on the customer calls, engage customers further and move deals down the pipeline for higher win rates.
Zime maps the call insights and reps scorecard against Actions directly to Versa’s Salesforce CRM, giving Versa the ability to correlate Actions against win and loss of deals. A summary of these insights is shared weekly with the managers, so they can dive directly into problem areas.
Zime is always learning—we’ve integrated with Versa’s weekly product releases and LMS to ingest new training content across all stages. The longer Versa uses Zime, the more it learns and evolves the Action Engine to get the entire sales team operating at highest efficiency. No more stale playbooks or training materials that don’t stick!
As a sales representative or manager, if you’re ready for these changes then it’s about time to book a demo with us.
Saving time and rapid improvement with just-in-time actions before and after every sales call.
Time saved as a manager - instead of going through every sales recording and coaching each rep.
Automated action engine that encapsulates playbook elements with deal context, minimizing time spent towards content creation.
