Zappi 2x’s Closed Won Opportunities with Fullcast Performance
At a glance
new pipeline owned per rep with strategic insights
increase in Average Selling Price from recommendations
closed-won opportunities per rep with automated coaching
Who Is Zappi?
“With the help of Fullcast Performance’s Automated Sales Management, we saw 50% more pipeline reach down funnel stages and a 25% increase in new business bookings on a per-rep average. More than the metrics, the enhancement of our team’s engagement throughout the sales motion and the visible increase in output of the right actions that lead to results underscore our success with Fullcast Performance.”
Danielle Marquis
VP of Sales Operations
Zappi is the agile consumer insights platform trusted by the world’s leading brands to test ads and new products, ensuring they launch with confidence.
However, Zappi’s own sales performance wasn’t keeping pace with its innovative product. The team struggled with inconsistent pipeline generation, low conversion rates, and a lack of data-driven coaching, hindering their ability to scale revenue effectively.
The Challenge
Inconsistent Performance
The sales team struggled with low opportunity creation, meeting volume, and close rates, hindering overall growth.
Weak Funnel Conversion
Low deal values and conversion rates created a stagnant pipeline that lacked sufficient mid/down-funnel opportunities.
Ineffective Coaching
A lack of visibility into rep behavior and opportunity health prevented managers from providing data-driven coaching.
The Solution
Automate sales performance. Multiply revenue.
Automated Sales Coaching
Fullcast delivered an automated coaching and accountability engine for the entire sales team. By providing reps with targeted encouragement and clear, data-backed insights into their performance, Zappi empowered every seller to improve, resulting in a 2X increase in closed-won opportunities per rep.
Intelligent Pipeline Generation
With Fullcast Performance, Zappi transformed its prospecting and qualification process. The platform’s automated insights identified high-potential targets and guided reps with strategic, recommended actions, leading to an 85% increase in new opportunities owned and a 2X increase in new pipeline per rep.
Enhanced Funnel Visibility
Fullcast provided Zappi with unprecedented visibility into opportunity health and rep behavior across the sales cycle. Automated recommendations helped reps advance deals more effectively, resulting in 2X more mid-funnel pipeline and a 50% increase in down-funnel pipeline.
Data-Driven Deal Strategy
Fullcast empowered Zappi’s reps to pursue higher-value deals with confidence. By delivering specific, opportunity-focused recommendations, the platform guided sellers to take actions that directly contributed to a 1.5X increase in Average Selling Price (ASP) and a 25% lift in new business bookings.
The Results
Data-Driven Coaching. Doubled Performance.
Strategic Pipeline Generation
Fullcast equipped Zappi’s reps with the strategic insights needed to transform their prospecting. By identifying high-potential opportunities and guiding activity, Zappi doubled its new pipeline owned per rep.
Increased Deal Value
With rep and opportunity-focused recommendations, Fullcast Performance guided sellers toward higher-value deals. This data-driven approach empowered reps to increase the Average Selling Price by 1.5X.
Winning Performance at Scale
Fullcast embedded automated coaching, encouragement, and accountability into Zappi’s sales motion. This continuous performance management system doubled the number of closed-won deals per rep.
