Case Study

How RingCentral Improved BDR and SDR Conversion Rates

RingCentral Case Study
Industry: Communications Software
Company Size: Global Enterprise
 
RingCentral is a global leader in AI-powered customer engagement, delivering an integrated platform for business phone, SMS, contact center, workforce engagement management, video collaboration, and messaging.
RingCentral

"After Factor 8 training, we’re above 3% conversion rates"

Before Factor 8 helped us with messaging and train the trainer sales coaching, our outbound BDR team converted <1% of conversations to meeting. After Factor 8 training, we’re above 3% conversion rates

Chad B., Sr. Director, Global Sales Development at RingCentral

The Challenge

  • In-house, outbound BDRs are closing appointments for their AEs in the SMB space.
  • BDR team averages less than 1% conversion to conversation rate.
  • In comparison, in-house SDR team is booking appointments on “hot” leads with a 10% conversion to conversation rate.

The Solution

  • Factor 8 customized hands-on training to help BDR and SDR reps quickly engage decision makers to keep them on the phone, qualify them, and close more appointments.
  • Training lasted 1 day per team with 3 months of follow-up 1:1 and triad coaching (with managers).
  • The QA team was also engaged and has updated and changed the rep scorecard to reflect the global standardization of “opening with a purpose.”

The Results

150%

Increase in lead conversion in under 30 days

200%

Increase In Conversion To Conversation Rate

Record Months

BDR close rates spiked and held at 3% for two months

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