Customers
Rubrik
Implementing Methodology

Rubrik

Rubrik's North America and EMEA business development teams use Ambition to create a high-performing "call culture" for their SDRs at scale.

Table of contents

Industry
Technology
Company Size
5,000+ Employees
Solution Used
Coaching Orchestration™
Example H2
Example H3
Example H4
Example H5
Example H6

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Challenges

In 2021, the Rubrik team needed to:

1. Change the perception of RTO (return-to-office) initiatives from being negative to positive

2. Provide a visualization of pipeline activities, volumes, and results

Solution

Customized workflows, games, and TVs that showcase rep and team personality and recognize seller milestones & revenue wins

Strategic alignment, fueled by sales coaching, across a scaling SDR org that grew from 20 reps to 90+ reps in 18 months

Results

Shifting internal focus from calls and meetings to outcomes-based metrics like Opportunities  

Leadership visibility into rep progress to understand what gaps exist and what coaching types are needed week over week

The North America team realized so much success, Rubrik added the EMEA team to Ambition in 2023

“Thanks to Ambition, I can quickly review the org's milestones and celebrate SDRs who achieve their metrics for the week. Seeing my team stack ranked against each other also helps me focus my coaching efforts on outliers or the lower performers to ensure I'm reinforcing the behaviors that lead to positive outcomes. As a leader, it is crucial to stay plugged into every day activity to build & maintain a positive sales culture, and Ambition allows me to do that in a quick & easy way, without the tedious administrative work.”
Jillene Golez
Director of Sales Development at Rubrik

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