Dropbox Uses AI-powered Incentives to Boost Revenue, Improve Sales Productivity - Dropbox Case Study

Customer Story

Dropbox Uses AI-powered Incentives
  to Boost Revenue, Improve Sales
            Productivity

 Dropbox helps our customers scale and that means helping
 our internal teams to scale too. SetSail helps drive sales
 productivity as we scale by incentivizing our revenue teams
 to focus on the right behaviors.

         Meredith Rosenzweig
         GTM Systems Product Manager

By building an end-to-end solution that leverages incentives
 to drive better sales behavior, SetSail helped Dropbox grow
              pipeline and scale sales excellence.

      +34%                     +12%                     +28%
 in net new revenues       rep efficiency during      meetings per rep
during A/B test in pilot   Q1 of full-team use   during Q1 of full-team use

 SetSail’s AI algorithms ingested, cleaned and analyzed Dropbox’s
 sales activities and quickly identified sales productivity
 milestones and created an out-of-the-box managed incentives
 program for Dropbox’s sales team.

 Because SetSail didn’t require any changes in workflow and
 delivered its milestones prompts in Salesforce and Outreach,
 adoption friction was low, and the results were incredible.

          The product is really simple to use. Reps can tell
          immediately where they stand. I run tough pilots… SetSail
          blew me away.

The Summary
Dropbox needed a solution that could:
     Easily capture and clean customer interaction data
     Analyze their sales process to discover best practices and
     leading indicators of deal success
     Deploy a fully managed sales incentive system that rewarded
     adherence to best practices and drove meaningful
     productivity increases

         Reps meeting weekly activity targets were not
         consistently getting results. Some reps who were
         missing activity targets were performing much better
         than expected and vice-versa.
         Meredith Rosenzweig
         GTM Systems Product Manager at Dropbox.

With 2,300 employees and 12 offices globally, its sales enablement
team has been targeting teams and businesses of all sizes to
compliment their self-serve engine, but the standard playbook of
sales best practices wasn’t working in driving enough pipeline growth.

Rosenzweig set out to analyze sales team engagement data. This was
challenging. Despite putting a popular data hygiene solution in place,
Dropbox continued to struggle with dirty data issues in their CRM.
When they were able to glean insights, Dropbox struggled to
understand how to effectively use the insights to change rep
behaviors and improve sales productivity. Simply sharing info with
reps via dashboards and reports did not move the needle.

The Solution
Dropbox decided to run a pilot with SetSail, which ingests sales interaction
data and identifies patterns common to healthy deals. Reps are paid to
complete milestones correlated with deal health - e.g. ensuring senior
contacts from three departments are engaged in the deal process. In this
way, SetSail drives longer-term behavior changes to instill best practices
that are based on real data.

         SetSail is the platform we use to direct our reps
         each week in a way that’s delightful for them
         and transparent for our management team.
         Meredith Rosenzweig
         GTM Systems Product Manager, Dropbox

Results
Dropbox piloted SetSail for 12-weeks, conducting an A/B test between two
rep groups to provide a clear baseline to measure results. In a matter of
days, SetSail’s AI algorithms ingested, cleaned and analyzed Dropbox’s
sales activities data, providing the clean data Dropbox needed. “That
alone was a big win,” Rosenzweig noted. SetSail quickly identified
milestones   associated    with   sales   productivity   and   created   an
out-of-the-box managed incentives program for Dropbox.

The results generated by reps using SetSail vs the control group
were staggering:

   Dropbox recorded a 34% increase in net new pipeline during the
  12-week trial.
  Adoption friction was low - SetSail didn’t require any changes in
  workflow and delivered its milestones prompts directly within
  Salesforce and Outreach.
  Reps demonstrated high engagement with SetSail throughout the
  pilot, a key criteria for Dropbox
  Significantly increased performance of middle-tier reps bringing
  their productivity numbers closer to those of the highest-performing
  reps

As a result, Dropbox rolled out SetSail to most of the global sales
team. Over the next quarter, reps using SetSail experienced a:

   12% increase in year-over-year productivity
   28% increase in meetings taken and strong increases in revenue
   booked
   16% increase in high-value contacts at the “Director” level and above
   15x return on incentives paid through the program

Beyond the productivity benefits, SetSail provided four other key
benefits.

   Helped new reps onboard and ramp faster by guiding them
   through best practices in their native workflow.
   SetSail was not gameable by reps because it encourages changes
   to basic behaviors to improve deal health for any product or
   timeframe
   The management team gained a clear view of which reps were
   engaged based on efforts to hit milestones. This helped Dropbox
   manage the team more effectively and assist less motivated reps.
   SetSail is unleashing the creativity of the Dropbox sales team by
   empowering them to create new ways to hit milestones and
   rewarding behaviors that make deals healthier rather than just
   focusing on end results.

    Turn your data into better sales behavior