Case Study: Ping Identity achieves a unified, high-performing sales process with People.ai

Ping Identity Standardizes Two Separate Sales Teams on One Unified Process with People.ai

Ping Identity, an identity and access management provider, faced the challenge of merging two separate sales teams after its acquisition of ForgeRock and needed to quickly standardize the new combined organization on a single sales process. The team had different CRM practices and no consistent qualification method, creating risk for pipeline hygiene, forecasting, and sales alignment. People.ai was used to help unify the sales motion.

People.ai helped Ping Identity implement a standardized MEDDPICC-based process with Opportunity Scorecards, team training, historical data migration, and Relationship Maps to improve deal visibility and stakeholder management. The result was a single, more disciplined sales organization built in just six months, with better CRM compliance, stronger pipeline hygiene, more precise forecasting through Anaplan, and improved seller adoption driven by People.ai usage.

Ping Identity

Spencer Hodson

Vice President of Global Sales Operations and Development