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Case Study

Zego Streamlines Sales Engagement, Cuts Admin Time by 80% with Groove

Company Size: Mid-size
Products Used
2
systems consolidated
5
hours per week saved per AE
80%
reduction in time to administer
10
day on-ramp for AE and LDR teams
Table of Contents

About Zego

Zego is a property technology company that frees management companies and community associations to go above and beyond for residents. Currently, more than 6,000 customers use Zego’s mobile-centric engagement platform to serve 12 million residents and process $15 billion in payments every year.

The Highlights

Zego is a mobile-centric engagement platform for property managers and residents. After selecting a leading sales engagement platform for lead development representatives (LDRs), Zego planned to also migrate Zego’s account executives from Cirrus Insight. However, they quickly ran into Salesforce sync issues, which was further complicated by an unresponsive support team. These issues escalated to a point where Zego decided to investigate alternatives and discovered Groove. With Groove, Zego was able to get both teams up and running in less than two weeks, eliminate their Salesforce sync issues, and reduce the amount of time that it takes to administer their sales engagement platform by 80%.

Challenge

Zego struggled with Salesforce sync errors and inefficient sales processes

When Paylease acquired Zego in 2019, the combined company adopted the Zego brand and evolved into a property technology innovator – helping more than 6,000 property management companies, HOAs, real estate developers, and other customers serve more than 12 million residents and process $15 billion in payments each year. With its mobile-centric engagement platform and innovative approach, Zego helps real estate communities engage with residents more efficiently and effectively.

Overcoming Sales Challenges that Were Out of Reach and Out of Sync

Zego’s sales team consists of lead development representatives (LDRs) and account executives (AEs) who are responsible for engaging prospects across a diverse group of real estate professionals.

Zego’s sales team was using Cirrus Insight to log emails and activities in Salesforce and decided to bring on a leading sales engagement platform to provide their LDRs with more robust sales engagement capabilities. However, during implementation, Zego was unable to configure it to accommodate its unique data requirements. To make matters worse, persistent Salesforce sync errors meant that Zego led to weekly calls with the provider’s Support department.

The persistent sync errors and support issues led Josh Garman, senior systems administrator at Zego, to forgo the planned account executive rollout and begin looking into alternative sales engagement platforms.

Solution

Groove eliminated sync errors and cut Zego's admin time by 80%

Josh was intrigued by Groove because of its inherently different architecture, which would eliminate the sync errors that he was experiencing by having to sync with a secondary database. With Groove, Zego’s sales, LDR, and revenue operations teams gained back hours they used to have to spend each week on workarounds for data that didn’t get synced properly.

“Because Groove sits on top of Salesforce, there is no need to sync between a secondary database – and that has proved to be incredibly valuable to us,” said Josh.

Flexibility to Support Every Revenue Function

Groove’s ability to support multiple roles was also a strong selling point for Zego. With one platform, Zego is able to provide tailored sales engagement capabilities to its LDRs, AEs, and account managers. This enables Zego to save even more hours that they can invest in growing and scaling the business.

With Groove, Zego’s lead development representatives have all of the powerful prospecting capabilities that they need, from auto-dialers and calendaring to personalized message cadences. Similarly, AEs have an easy-to-use solution that allows them to access all of Zego’s rich Salesforce data right from Gmail, where they spend most of their time. Account managers can view things like account health and renewal timing right from their Inbox. And across all of it, every activity is automatically logged into Salesforce to ensure more accurate reporting, forecasting, and analytics.

"With Groove, we have the functionality we need for our LDRs and sellers, but the core platform also allows us to expand its use to any other team that needs activity integration with Salesforce."

Josh Garman
Sr. Systems Administrator at Zego

“Now I’m administering one platform that everyone can use. Plus, Groove is so much cleaner and easier-to-use that new team members can quickly learn it and start executing, making onboarding a breeze.”

Superior Ease of Use and Support

Groove has been so easy to use that Zego has rapidly expanded its license count and now has more than 70 users on Groove. Transitioning their revenue teams to Groove was even easier than Josh expected. The quality of support that Zego receives has also improved significantly after switching to Groove.

"One of the biggest differences that we’ve seen with Groove beyond their Salesforce integration is the quality of their support."

Josh Garman
Sr. Systems Administrator at Zego

“Our experience with [our previous SEP’s] support and success teams was not up to par. We went through multiple CSMs and then we had to hire outside consultants to try and solve our issues when they couldn’t. The support that we’ve received from Groove has been truly phenomenal.”

The results?

  • Consolidated two systems on one easy-to-use platform
  • AEs saved 5 hours per week by not having to research issues caused by platform limitations
  • Reduced time to administer sales engagement platform by 80%
  • Eliminated sync errors while supporting their unique business requirements
  • On-ramped AE and LDR teams in 10 days
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