Case Study: ON24 achieves 650% more meetings, 250% pipeline growth and 100% bookings growth with Hoopla

Building a Modern, High-Performance Sales Culture

ON24, a cloud-based webcasting and virtual communications provider serving more than 800 organizations, set out in 2011 to create a modern, high-performance sales culture under Director of Corporate Sales Chad Burmeister. Competing in a crowded market, the company needed technologies and processes to increase sales activity, pipeline and bookings without adding headcount.

Burmeister deployed a mix of tools (ActOn, InsideView, sales consulting) and Hoopla’s employee engagement platform integrated with Salesforce to surface live, animated leaderboards and motivate specific behaviors (calls, meetings, product-focused opportunities). The results were dramatic: meetings set rose 650%, pipeline grew 250%, bookings increased more than 100%, calls jumped from 20 to 50 per day, and the organization achieved these gains with no additional headcount while shifting to a more urgent, visible sales culture.

ON24

Chad Burmeister

Director of Corporate Sales