How In-Situ increased win rates by 40% with Ebsta’s Revenue Intelligence Platform

In-Situ designs, manufactures, sells and rents water level, water quality and water flow monitoring instrumentation.

For more than 40 years, they have provided water monitoring customers with innovative solutions and reliable, easy-to-use equipment.

With Ebsta’s Revenue Intelligence Platform, In-Situ has:

• Grown revenue by 27%
• Improve win rates by 40%
• Increased deal velocity by 1.6x
• Shortened sales cycles by 22%
• Improved pipeline value by 28%

“When my CEO saw the improvements in hitting the forecast, he was sold. Ebsta has made it easier to see the improvements across our business.”

David Wilson, VP Sales – Process Division, In-Situ Environmental

 

Before working with Ebsta, In-Situ had a major challenge – they were unable to trust their data, and as a result, were unable to trust their sales team.

From their forecast commits all the way through to the deals they were prioritizing, In-Situ lacked the insight to trust whether the best decisions were being made.

Since working with Ebsta, they have been able to clear those doubts and build certainty in their sales team in three ways.

1. Accurate, up-to-date data in their CRM
2. Visibility of the strength of relationships with every prospect, customer and account.
3. Deal insights into what deals to prioritize to ensure they hit quota each quarter.

“With Sales Teams across several geographical regions and business entities, it always makes forecasting a challenge. Ebsta allows my team to quickly identify priorities and understand trends in their pipelines, increasing the close rates and ensuring they can submit reliable forecasts” said David.

In-Situ designs, manufactures, sells and rents water level, water quality and water flow monitoring instrumentation for groundwater, surface water, and coastal waters, and produces measurement and analysis equipment for water and wastewater applications.

Their goals for growth were limited by one root issue – lacking a simple way to track and assign e-mails with contacts.

This meant they lacked visibility of what was happening with their customers as well as their prospects, leading to confusion, poor decision making and hours wasted trying to discover what is happening.

“If we didn’t have Ebsta, our team would be spending a huge amount of time in CRM looking at individual opps, trying to figure out reality.  Ebsta allows me to aggregate deals, look at engagement scores.  It saves everyone a lot of time based on the engagement with the customer” said David.

Since implementing Ebsta together with a number of other initiatives – In-Situ has seen deal velocity increase.

A key driver behind this has been prioritization, “Ebsta helps us raise our AE’s win rates by helping them focus.  We filter out anything below a certain stage or relationship and then see which deals are at risk, and where to prioritize their time.

“They visualize the data that helps me see things very quickly. For example, anything with a close date on the last day of the month is a big concern.  Anything with a high engagement rate and close date of the end of the month draws my attention” said David.

Having reliable data to depend upon has facilitated improvements in a number of areas. For example, it’s very easy to ramp new hires with visibility of previous activity and help them to understand how the business operates.

In addition, managers across the sales and customer success teams run weekly meetings with reps, helping them to focus their time and energy on the deals most likely to have the biggest impact on their quota or retention numbers.