Case Study: Versa Networks achieves 79% SE adoption and 12% more technical wins with Zime

Versa Networks lifts technical wins 12% with Zime

Versa Networks faced a challenge with visibility into its sales engineering process. Its engineers were skilled at technical discovery, but their insights vanished after calls and were rarely documented in Salesforce. This led to inefficient AE-to-SE handovers, a lack of guidance during calls, and a pipeline filled with deals that were not properly qualified. To address this, Versa Networks partnered with the vendor Zime to implement its Behavior Graph product.

The solution from Zime involved encoding Versa's best sales practices into a stage-by-stage playbook that was delivered directly into existing tools like Teams and Salesforce. This provided engineers with real-time guidance and gave leaders targeted visibility without micromanagement. The results were significant: 79% of SEs were running the right technical discovery within three months, leading to a 12% increase in technical wins and a 24% reduction in leakage within the committed pipeline.

Versa Networks