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Too many stakeholders, not enough time
A problem several organizations face as they scale is: tribal knowledge. The company is growing quickly, but a massive chunk of knowledge around the product and how to message and position it with customers rests in the minds of the early joiners.
The sales and solutions team at Rocketlane faced this challenge as well.
“When a new RFP came in, it was understood that we’d all be going home late.” Kaushik Shankar, Sales Team Lead - USA, shared, “It was primarily our SEs’ responsibility to fill the RFP out, but they heavily relied on the early founding team to help. So we’d all hunker down together and sit on it until it was completed, often very close to the submission date.”
The result? Too many people would get involved responding to a single RFP. Solutions Engineers who were aligned with multiple Account Executives (often 3 or 4 AEs per 1 SE) were stretched thin with very little bandwidth for other, more complex tasks.
The AI answer to all their problems: SiftHub
“The demo of SiftHub’s platform blew us away. It was a complete game-changer and the exact solution to the problem we’d been trying to solve for a while now. SiftHub’s simple, fast interface was miles ahead of its competitors whose solutions felt comparatively heavy.” - Kaushik Shankar, Sales Team Lead - USA, Rocketlane
With SiftHub, Kaushik and his team have eliminated the need for multiple eyes to look at an RFP. Now, when a new RFP comes in, the AE runs it through SiftHub, and the SEs only get involved to check for answer accuracy. It’s no longer a heavy lift for them, and the impact has been massive.
“One of the biggest advantages of SiftHub was the fact that we did not have to maintain a knowledge base for the product to work for us. We were able to set up integrations for Slack channels, Avoma, Gong, Google Drive, and add in older, completed RFPs, and we were good to go. SiftHub ensures answer accuracy and consistency in messaging across the deal cycle and across multiple teams.”
The team is now in the process of connecting HubSpot CRM to SiftHub as well.
Saifuddin Hussain, Solutions Engineer at Rocketlane, shared, “When I need to tap into knowledge from multiple sources like Avoma and Gong for accurate responses, I often use the AI Teammate, and it’s been very helpful.”
When asked about the effort and time that went into onboarding SiftHub and the adoption of the platform across his team, Kaushik said, “Onboarding was really straightforward. We had around 3 training sessions, and the SiftHub team worked with our SEs to identify the right knowledge sources and get them integrated with the platform. We were able to start using it immediately and were fully onboarded within 8-10 days.”
The impact?
“Our goal is to always be the first team to submit an RFP, so we can be the first team to present. With SiftHub, our turnaround time on RFPs has gone down by 50%. Which means our teams spend more time with customers and less time on document grunt work,” said Kaushik.
Would Rocketlane recommend SiftHub to others?
"For any high-growth company, the AE:SE ratio imbalance creates a massive bottleneck, especially when dealing with high deal velocity. SiftHub directly solved this for us. It gives our Account Executives a vital headstart by instantly handling technical questions, reducing their dependency on SEs to just a quick review. This is not just efficiency; this is accelerated scale. SiftHub has drastically shortened our time-to-answer, and I recommend it 100%."
