Case Study

Datto: Sales Productivity Initiative Drives 240 Percent Increase In Quota Attainment

October 31st, 2018

Summary

Datto needed to shift from a product-centric strategy to a customer-centric strategy — while increasing sales productivity. To ensure strong ROI, strategic investments in sales organizations are closely examined by CFOs and boards of directors. Investing in new account management resources freed Datto’s sales reps to engage with new buyers, which resulted in a 2.4x increase in the percentage of reps achieving quota. Datto’s dramatic increase in the productivity of its sales force, along with the success of its transition to be a customer-centric organization, was the result of a big bet in incremental customer success resources to unleash the productivity of its sales reps.

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