Homerun Success

Prior to HR, our team was utilizing a CRM that had built with Sales reps in mind first. Much of the functions, fields and reporting was structured in a way that allowed for the sales team to have good insight into their business, but it made it very hard to track Sales Engineering metrics. Homerun has given our team the ability to build custom metrics, review sentiment on deals (separate from the sales reps) and therefore gauge pipeline better. Tracking activity was also one of the biggest wins we had. Manually tracking activity in the CRM lead to misrepresented metrics and activities across the team, making it very difficult to make decisions on quota alignment year over year, areas of improvements that could be made and nearly impossible to identify what good looked like. Lastly, the tool has revolutionized how we organize and track our POCs through the use of Evaluation Plans. These give us an easy format to provide Success Criteria to the prospect, transfer documents the prospect and evaluate overall success rates of POCs. At the end of the day, the ease of use and learning curve is very low.Personally, Homerun is being used to help my Principal SE team track where they are engaging in opportunity support across the business. We use this to determine if there is a need for enablement across the SE team by analyzing frequent requests for assistance in deals, demo customization, POCs. etc. We also use this to track POCs. We track how many are open, the completion % of those that are open, and evaluate the number of days they have been running to ensure we are sticking close to our ~2-week POC time frame.