Challenge

Pendo offers a “product cloud” designed to help companies (particularly in the SaaS space) better understand and improve their user experiences. The business has grown rapidly in five years since its founding, and requires powerful sales enablement software to keep up with a busy sales cycle and accelerating objectives. Sales Navigator is an integral part of Pendo’s tech stack, helping the sales team tackle two of its most critical initiatives: prospecting and networking.

Solution

Like many B2B firms, Pendo has transitioned largely into an account-based sales model, and Sales Navigator proves a perfect fit for their framework. The team has developed a consistent method, with reps “identifying existing and new contacts in Sales Navigator that they know need to be added to our Salesforce instance, and that they need to start working,” according to Sales Operations Manager Kristen Podger. Building insight- driven prospect lists in this way, and then connecting via InMail or content-sharing, has delivered tremendous returns. Podger notes that setting up newly hired sellers on Sales Navigator is usually a foremost priority during onboarding, and these reps are always eager to dive in.

Results

Pendo has sourced 68% of opportunities to Sales Navigator, while seeing the following impacts:

With these strong results, LinkedIn has become a central component of Pendo’s business development strategy. Podger says input from her sales team makes it clear that Sales Navigator is an essential daily cornerstone. “There would be uproar if we took this tool away from them because of the positive results for our business.”