Case Study: DNOW boosts win rates and shortens sales cycles with Substrata

DNOW Gains Competitive Advantages in its Complex Industrial Sales Cycle

DNOW, a global industrial distributor for energy and infrastructure markets, faced challenges navigating long, complex sales cycles with layered buying groups. Their existing tools failed to capture critical insights into buyer friction, true influence, and deal progression, making forecasting difficult. They implemented Substrata, using its SoundWave, Q For Email, and Temper products to gain visibility into the hidden dynamics within their deals.

By using Substrata to analyze conversational cues and behavioral data, sales managers could proactively address friction and pinpoint real influence. This led to measurable improvements, including a 21% increase in win rates, a 26% reduction in sales cycle length, and a 42% increase in booked demos, allowing for smarter resource allocation and accelerated revenue.

DNOW

Corwin M

Sales Manager