Case Study: Dropbox boosts sales productivity and pipeline growth with SetSail

Dropbox Uses AI-powered Incentives to Boost Revenue, Improve Sales Productivity

Dropbox needed to enhance sales productivity and pipeline growth for its global revenue teams. Despite using a data hygiene tool, the company struggled with dirty CRM data and could not effectively use sales engagement insights to change rep behaviors. Their existing playbook of sales best practices was not driving the desired results, and sharing dashboards with reps failed to improve performance.

The vendor SetSail implemented its AI-powered incentive platform, which ingested and cleaned sales data to identify key deal health milestones. Reps were then incentivized to complete these specific behaviors. During a 12-week pilot, SetSail drove a 34% increase in net new pipeline. After a full rollout, reps saw a 12% increase in productivity, a 28% rise in meetings, and a 15x return on incentives paid. SetSail successfully instilled data-driven best practices and improved overall sales performance.

Dropbox

Meredith Rosenzweig

GTM Systems Product Manager