Case Study: Rubrik builds a high-performing SDR call culture with Ambition

Rubrik grows SDR team from 20 to 90+ reps with Ambition

Rubrik, a technology company with over 5,000 employees, faced challenges in shifting perceptions of return-to-office initiatives and gaining clear visibility into pipeline activities and sales rep performance. To address this, they turned to the vendor Ambition and its Coaching Orchestration solution.

Ambition implemented customized workflows, games, and display TVs to recognize seller milestones and showcase team personality. This provided leadership with clear visibility into rep progress to focus coaching efforts. As a result, Rubrik successfully shifted their sales development organization's focus to outcomes-based metrics, supported strategic alignment during rapid scaling from 20 to over 90 reps, and expanded the use of Ambition from their North America team to their EMEA team in 2023.

Rubrik