Case Study: RingCentral boosts pipeline 33% with Winning by Design's prospecting enablement

RingCentral lifts pipeline 33% with Winning by Design

RingCentral, a global provider of cloud communications solutions, partnered with Winning by Design to address a critical sales enablement challenge. Their VP of Field and Account Based Marketing sought to drive more pipeline and generate higher quality leads. A diagnostic from Winning by Design revealed key gaps: their BDRs lacked prospecting-specific training, a clear process, and were focused on volume metrics that produced low-quality leads often rejected by account executives.

Winning by Design implemented a strategic prospecting enablement solution for RingCentral. This involved defining new processes and addressing skill gaps with training and coaching, which included certifying over 50 BDRs on both inbound and outbound prospecting skills. The solution provided custom playbooks with turn-by-turn directions, all integrated into their enablement platforms. As a result, RingCentral achieved a 33% increase in pipeline across the BDR team.

RingCentral