How deal intelligence removed Ascend’s customer blindspots to accelerate their pipeline

“The amount of deal intelligence that you guys can surface is best in class”

As Ascend scaled from product-market fit to growth, their Head of Sales, Chris Surdi, recognized a “blind spot” in understanding what drove customers to purchase, which was causing deals to stall in the pipeline.

"We didn't really have a good sense. We didn't have the data set on what the key compelling events and reasons were that were making customers buy," said Chris. "Our deals weren't moving as fast as we wanted."

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Challenge‍

Chris tried manually analyzing deals to identify patterns, but found it time-consuming and subjective.

"It probably took me 16 hours last week...With a small data set, that's fine, but that'll break after 25 / 50 / 100 deals. The other thing I would say is, as a human doing it, I probably had a bias in some cases."

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Solution

Glyphic's deal intelligence solution provided an objective, data-driven view into Ascend's pipeline. "The amount of deal intelligence that you guys can surface is best in class," said Chris. The Key insights included identifying the #1 compelling reason customers bought was to enable growth/scaling, not efficiency as they assumed

“I went to leadership and said ‘all right, tell us what you think your number one compelling event is.’ everybody said, ‘efficiency’, ‘efficiency’… that's actually number two.”

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Results

"From a tactical standpoint, it can improve the deal quality by identifying the compelling event / compelling reason at the beginning of the sales process and thus accelerate deals. 
Actually, we've had some pretty good acceleration in September and October. October specifically, we're only halfway through the month, and this is our best months performance"

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Impact

Armed with these insights, Ascend updated their sales process, marketing campaigns, and go-to-market strategy. "Now we can align all of the go-to-market variables to something we know is a reason for people to buy," said Chris. In just two months, they had their best sales performance ever.

"Uncovering blind spots to improve deal quality and accelerate deal cycles - that's really the problem Glyphic helped us solve," Chris summarized.

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How you can achieve this

If you want to unlock insights in the data you’re already collecting, book a demo here

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We’ve been delivering value to Ascend for over a year, check out our first case study here

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