Tangoe Drives 224% Bookings Growth with Fullcast Performance
At a glance
growth in bookings
decrease in average sales cycle
jump in prospecting calls by AEs
Who Is Tangoe?
“Before Fullcast Performance, our managers spent hours trying to make sense of data from multiple sources, often needing help identifying actionable insights. With Fullcast Performance, we have a single source of truth that provides clear, reliable insights our managers can use to coach reps and drive better outcomes.”
Susan Frohreich
VP of Revenue Operations
As a leading global provider of Technology Expense Management (TEM) solutions, Tangoe helps thousands of businesses manage their technology assets and expenses with clarity and confidence.
But as the company grew, inefficiencies in their sales motion created challenges. A neglected pipeline, lengthy sales cycles, and inconsistent bookings prevented them from scaling. Fullcast provided the automation and insights needed to streamline their entire sales process, driving predictable growth.
The Challenge
Stagnant Pipeline
Long sales cycles and a high number of untouched opportunities clogged the sales funnel, slowing deal velocity.
Inconsistent Prospecting
A lack of consistent top-of-funnel activity from Account Executives starved the pipeline of new opportunities.
Unpredictable Revenue
Inefficiencies across the sales motion resulted in highly variable bookings and an unstable win rate.
The Solution
From insights to impact. Made possible with Fullcast.
Actionable Performance Insights
Fullcast Performance gave Tangoe a single source of truth to diagnose and improve sales performance. By providing clear, real-time visibility into pipeline health, rep activity, and sales cycle bottlenecks, leaders could pinpoint exactly where to focus coaching and strategic efforts to drive meaningful change.
Accelerated Sales Velocity
With Fullcast, Tangoe eliminated pipeline stagnation and drastically shortened deal cycles. Automated insights flagged untouched opportunities, reducing them by 42%. This focus streamlined the sales motion, cutting the average sales cycle by 46% and ensuring deals moved efficiently from qualification to close.
Supercharged Seller Activity
Fullcast empowered Tangoe’s AEs to become prospecting powerhouses. Data-driven coaching on key activities led to a 5X jump in prospecting calls and a 167% increase in accounts touched. This surge in top-of-funnel engagement directly translated to more meetings and a healthier pipeline.
Predictable Revenue Growth
By optimizing their end-to-end sales process, Tangoe used Fullcast to turn efficiency gains into staggering financial results. The team increased bookings by 224% while simultaneously reducing performance variation from a 73% to a 28% range, establishing a consistent and scalable revenue engine.
The Results
Exponential and Predictable Growth.
Explosive Bookings
By optimizing their entire sales motion, Tangoe translated efficiency gains into a staggering 224% increase in bookings, creating a scalable revenue engine.
Accelerated Velocity
Tangoe slashed its average sales cycle by 46%, eliminating deal stagnation and moving opportunities through the pipeline faster and more efficiently than ever.
Consistent Execution
Fullcast Performance led to a 5X increase in prospecting calls, while narrowing bookings variation from a 73% to a 28% range for faster growth.
