Case Studies
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Revenue Operations
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“Before Atrium, our managers spent hours trying to make sense of data from multiple sources, often needing help identifying actionable insights.
With Atrium, we have a single source of truth that provides clear, reliable insights our managers can use to coach reps and drive better outcomes.
Atrium's AI-driven coaching recommendations and automated rep accountability have been significant catalysts for us. Our managers now spend less time analyzing data and more time focused on high impact activities like coaching based on performance against our priority KPIs and deal strategy for critical deals.
Additionally, Atrium has helped us improve our capacity planning process. With real-time visibility into rep performance and activity levels, we can more accurately predict ramp times and ensure we have the right resources in place to support our growth.
Overall, Atrium has been a critical partner in our success, enabling us to scale our sales efforts efficiently and effectively. Essentially, it’s like giving every frontline manager and sales rep their own sales operations assistant."
"We have a heavily distributed sales organization spread out across varying timezones, so we've got managers and reps on completely different schedules. It’s critical that my team enables our frontline managers to effectively manage their teams in that environment. They need to be managing by both activity metrics and output metrics, and Atrium allows them do just that. It’s truly been a life saver for us."
Peter Biro sold us on the vision of how Atrium could provide AI driven insights and coaching. Then Deb, our master implementation specialist, went above and beyond in ways I couldn't have imagined!
Atrium isn't just a tool, is solution fueled by an energized team of people who actually care about you. Atrium allows us in RevOps to do more with what we have. Thanks to our incredible onboarding and training program, Atrium functions like another member of our team.
Atrium delivers regular insights and reporting to our front line leaders to help them run their business and coach their reps.
The best part of Atrium is the stories it tells. Stories like "Here are your top three reps this week who are creating new pipeline with larger deal values, AND who are advancing their current pipeline at a healthy pace."
Stories like, "Here are two reps who need help setting follow up meetings on late stage opportunities, which may explain why so many of their opps are getting stuck halfway through the funnel."
These stories are driving better pipeline hygiene because now reps have visibility into the percentage of their pipeline in poor health. Their health score is incredible because it's so robust AND it's easy to understand the WHY behind each score.
Finally, I love Atrium because every single person we've spoken with, from Peter in Sales and Deb in implementation all the way up their company founders Pete and Jason, truly listened to our needs. We are so aligned, that Peter and Deb are just part of our team, and everyone in sales knows it.We broke up with Clari because they no longer paid attention to us and stopped keeping their promises.
"Atrium made it incredibly easy to align on a set of key KPIs for our TSM teams (AEs). Through Atrium, we were able to set up and deploy relevant views for the managers to manage from in just a couple of days. Now the whole team manages by metric, which makes my job so much easier.
My sales managers are able to self-serve the data they need, allowing my RevOps team to focus on more strategic initiatives. Atrium even analyzes and interprets the data for them, alerts them when something needs attention, and tells them exactly what next step to take."
“It’s a great product. I’m just amazed by it.
All of our top reps are voracious about this information–they want me to feed it to them daily.
We had an instance where we had a team that was sending the most emails by far, but their engagement rate was way lower than average. Was it because they were emailing the wrong people? Was there a mistake in the template? Was the email poorly written? Atrium allowed the manager and I to dig deeper into the metrics, pinpoint the issue, and fix it quickly.”
“If you're a lean organization or sales ops organization, then this is a tool that will give you so much leverage around reporting, manager enablement, and coaching."
Justin Beck
Checkr
“Atrium has really helped me achieve more clarity and transparency on what are the numbers we care about. That's been incredibly helpful to dig into what the best reps are doing differently so we can coach the lower performers."
Michael Martinez
3DEO
“The number one reason why I recommend Atrium is for the value it provides. You're essentially adding a team of analysts at a fraction of the price to understand what's really going on in your sales organization."
“I pride myself on my Salesforce reporting and dashboarding abilities. That said, when we were starting to scale our sales team at Datagrail, there were so many priorities for me to handle as our solo operations practitioner that Atrium’s instant-on and out-of-the-box functionality was a lifesaver. Especially contending with less-than-perfect Salesforce data.
This way I could spend my time on more important projects, including more sophisticated reporting and analytics for product, customer success, Board meetings and more. I knew my sales and SDR managers were taken care of by Atrium.”
“One thing we do to help make data-driven performance everyone’s job is by running sales ops-led “performance data 1:1s” with reps and managers, using Atrium. This helps us easily break down performance against leading indicators, and flag potential soft spots in rep performance before it becomes a major bookings issue. And it shows managers where they need to intervene and coach.
We in Ops love it because it helps everyone be more aware and raises performance. Managers and reps love it because they’re learning a new skill - and of course it helps them hit their goals.”
Victor Sowers
CBInsights
“This has been the most successful new sales tool we’ve deployed - and we use a lot of sales tech. My sales ops managers see insights in Atrium and reach out to the sales managers, only to find out that they’ve already seen those alerts from Atrium and had conversations with their reps to work to resolve.
Atrium has reduced the “metrics analysis” burden on my sales ops team substantially, and empowered my line managers to be more data driven and proactive themselves, all the way down to helping the reps better self manage by being more aware of their own performance metrics.
Atrium has had a huge impact.”
Sales Leaders
"Atrium is the best SaaS product that I used this entire year. Before Atrium, my sales managers were spending a lot of their time trying to interpret charts and reports, and as a result, missing gaps in their teams' performance.
When we started using Atrium, it showed us those gaps, which included a lack of multi-threading and a bottleneck of stuck opps. It also showed us that we had an opportunity to resurrect opportunities that had previously gone cold. As a result, we were able to resurrect ~15 cold opps, which resulted in a 7-figure increase in revenue. We were also able to improve our pipe hygiene significantly and heavily decrease the number of stuck opps—all using Atrium."
“Every sales manager wants their team to be as efficient as possible, especially in times of constrained demand and lighter opp creation. We placed a big emphasis last quarter on increasing sales efficiency, and we couldn't have reached those goals without using Atrium.
Specifically, I needed my sales teams to increase AE selling activity and tighten up their pipeline management, so I built out Atrium views to keep an eye on those particular initiatives. I use those Atrium views weekly with my sales managers, who use them in their 1:1s and team meetings with their reps. As a result, we've seen an 83% increase in prospect meetings per month by rep, and a 40% decrease in untouched opps per rep.
Pretty amazing stuff, and we used Atrium to get it done."
“Before using Atrium, a ton of my team's opps did not have a next step (as much as I was pushing them on it). I used Atrium in my coaching conversations with my reps to help them see where they needed to focus in order to get those next meetings scheduled. My reps and I now use Atrium's Opp Health capability to easily track their progress and ensure that all of their opportunities are in good health.
Today, the number of opps with no next step is much lower, and our pipe health is in a much better place. I can't tell you how much more effective my 1:1s have been because of Atrium."
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Atrium helps me see all the activity streams for our sales team and, with the addition of the Sales Coach, it turns raw activity data (i.e. meetings, calls, conversion rates, etc.) into actionable insights.
I'm looking forward to extending this feature to talk directly to our reps and making Sales Coch direct and transparent throughout our entire sales organization. This is going to be a big accelerator for our sales motion.
Implementation was super simple and the support has been high touch and very helpful. I've been onboarding more folks across different functions and have appreciated the ability to have the Atrium team jump on a call and get the team trained.
At the end of the day, with Atrium, you can easily gain visibility into your team's activity and help folks understand what actions they can take to increase their shots on goal. And ultimately, that helps you close more deals.
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"If you're a sales leader or in sales ops then you must check out Atrium.
Absolute no brainer, trust me.
The hours I've spent over the years in CRM exports and excel sheets to calculate core metrics & KPIs in a moving and evolving dataset, is almost criminal! I'm mad Atrium didn't exist 10 years ago!
We are in sales, we shouldn't be killing ourselves gaining a PhD in excel to get results that are likely directional at best (and typically out of date since the last CRM export).
With Atrium, we get the data, with all the sales metrics we need, dash-boarded, at our fingertips, LIVE! I can easily see win rates, conversion rates, ASP, sales cycle, opp health, engagement and activity, pipe analysis and change, by team and by rep! Mind-blasting!
Meaning you and your team know EXACTLY what is going on, and where to focus, at any time.”
Christine Burke
APS
“I love Atrium and working with the Atrium CS team. I am a better sales leader because of it. Atrium’s analysis of my team’s performance and areas to focus on are game changers.
Before using Atrium, it was kind of a Wild West show..it was really just a bunch of different reports, a bunch of people saying, "Hey, my data doesn't line up with their data," and what Atrium did was really kind of consolidate all that down. Now, if I have a dashboard in Salesforce, I actually confirm in Atrium if they line up so it's become a source of truth for for myself and my managers."
I tell my managers, "Hey, let's check to make sure that it lines up with what we're seeing there because I just find we get better results in Atrium."
“What really made Atrium stand out to me was the ease in setup. Literally plug and play within a very short period of time. I had actual insights, and that's what we were looking for.
Not only do I love it from a leadership perspective, but all of my account executives like it because of the built in recommendations. They can see themselves versus their peers. It truly has been absolutely monumental.”
“What I love about Atrium is just how rapidly both myself, the leaders who work for me, and my team can immediately start realizing value. You get that immediately - literally plug it in, play, hit go. It's wild.”
“Sales leaders want to know that their managers are managing their teams analytically. My job is to empower my managers to run their business in a modern, data-driven fashion, and Atrium helps them do just that. Knowing that my managers are bring data to their team meetings, 1:1s, pipe reviews, and rep coaching lets me focus on more strategic efforts and scaling the business.”
“The data-driven management excellence Atrium has helped us achieve has simply been transformative for our sales team.
We’ve advanced our sales team’s execution by leaps and bounds, and as the sponsor of the project, our success with Atrium has helped propel me from a Country Manager to leading our entire sales organization.
Being a data-driven modern sales leader is the way of the future. I would encourage everyone to get on the train.”
“Before joining Tonkean, I had runs at Lyft and Salesforce. Both were scaled sales organizations with fantastic sales operations functions to assist leadership with data-driven management. When I got to Tonkean, it was clear that data-driven management was going to fall to me and my first sales ops hire. Atrium’s instant-on capabilities got us up and running in 10-minutes, putting in place the core operational metrics I needed to run my team. And as we’ve grown, Atrium has provided sales ops leverage to support my team, while my managers and I can self-serve metrics we need to stay on top of our growing AE and SDR teams.”
Judah Cofer
Agworld
"Atrium has helped me achieve more focus and clarity on both where I'm at as an individual and where we're at as a team, and allows me to correct and adjust action based on insights and on data rather than just based on gut feel."
Emily Carpenter
Heap
“Since we implemented Atrium, I’ve been able to streamline my 1:1 time with my team, hold them accountable to key success metrics, and get easy visibility into everything in our pipeline. The out of the box reporting coupled with monitoring and alerting makes my life so much easier.”
“Atrium is a new manager’s best friend. As a rep you’re focused on deals, deals, deals. Doing that as a manager isn’t scalable - as tempting as it might be. Managing via metric, with goals, data-driven 1:1s, and data-driven pipe reviews is the only way to scale. In some ways Atrium has been teaching me how to be a better manager even as I use it daily to run my business.”
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"I think the main thing that atrium has enabled me to achieve is just to have more data-driven conversations with my team...I can pull up my dashboards and it's easy to break down why it matters, why it helps performance, and how they can level up in that area, so much more in-depth conversations and spending more time on coaching as opposed to background."
Greg Pinnix
Iterable
"Because of the market's downturn, I needed to build out a more efficient outbound motion with my SDR org, but we struggled to understand which pieces of our team's prospecting behavior needed help.
In Atrium, we were able to clearly see the issue—our SDRs weren't touching enough new accounts, which was leading to lower opp creation than what we needed. I worked with my managers to set prospecting goals that would drive rep accountability.
As a result, all 3 of our SDR teams have seen a 50% increase in accounts touched, leading to higher opp creation, and a 136% increase in monthly pipeline creation. That wouldn't have been possible in such a short amount of time without Atrium."
Alyssa Proulx
Iterable
"Despite my best efforts to coach, my team wasn't consistently meeting their weekly call quota. After just two weeks of using Atrium for visibility into activity metrics, almost everyone on my team was crushing their calling goals. For the one SDR that was still struggling, we used Atrium data to place them on a PIP, and then used Atrium to track their progress. I used Atrium to coach them in our 1:1s, and after a couple of weeks, they came off the PIP and are now beating their goal regularly.
As a whole, my team has doubled their prospecting activity since we started using Atrium to coach."
Jaime Kronick
Iterable
“We have a large sales development team, with a few dozen reps spanning corporate, mid-market, and enterprise segments. Atrium helps managers stay on top of rep activity goals, track the new rep ramp, and self-serve insights without the need to ask sales ops to for help. We love it."
Shane Falkowksi
SalesLoft
“As you might expect, SalesLoft runs a rigorous, modern SDR program. Atrium helps me ensure my reps are tracking to the right quantity and quality of prospecting activities on a daily, weekly, and monthly basis. It’s way easier to use than Salesforce reporting, and proactively alerts me to which reps are having issues, and where, so I can focus on fixing problems instead of finding them."
“I’ve now used Atrium in four different roles. I started with an inbound SDR team at my last company, as I was just getting familiar with data-driven management. Here, Atrium has grown with me starting as a single SDR manager, then managing of two SDR managers, and now running the SDR team, and a set of SMB AEs. There’s no way I can do my job without data, and Atrium helps me do that."
