Case Study: How UserEvidence Multithreads Enterprise Deals with Distribute

UserEvidence is building the leading customer evidence platform. They know a thing or two about building trust.

UserEvidence is a fast-scaling SaaS company specializing in collecting, curating, and sharing compelling customer evidence that help GTM teams build trust and win markets. Heather Bell, VP of Sales, brings over 15 years of experience in B2B SaaS and shares her best practices for building trust (with reps and buyers) using scalable and easy-to-use tools alongside Digital Sales Rooms like Distribute.

Company Profile:

• Industry: SaaS
• Location: North America
• Size: 50 Team Members

Building trust and respect with buyers is tough, especially with many stakeholders in the deal.

Before adopting Distribute, UserEvidence faced a critical challenge: ensuring seamless communication and engagement between touchpoints in their sales process, aka their “sell between process.” 

Enterprise sales require buy-in from multiple stakeholders, and Heather Bell highlighted the complexity of this process:

‍"Getting to the stakeholders is very hard in our business, and it's where our deals potentially die. This is a way to increase our conversion rates."‍

Relying on email chains or shared Slack channels to communicate with stakeholders introduced inefficiencies and the risk of losing key information. Additionally, the team needed a more streamlined way to empower champions within prospect organizations to advocate effectively. To help “champions be champions,” as Heather says. 

So they needed a Digital Sales Room to bring folks together, but why Distribute?

Distribute offered a solution tailored to UserEvidence’s needs: a centralized digital sales room that provides stakeholders with all relevant resources in one place. Heather emphasized the importance of choosing a tool that could seamlessly integrate into their sales process and tech stack:

"It needed to be easy to use, right? Our tech stack is already hefty, so we needed something that would have simple UI/UX so anyone on the team can jump in without extra training."

Key factors influencing the decision included:

• Simplification: Consolidating all relevant sales resources into a single link.
• Stakeholder Engagement: Providing champions with the tools to "sell between" meetings, reducing downtime and maintaining momentum.
• Integration: Seamless interoperability with tools like Gong and UserEvidence's platform.

Heather also appreciated the human element of Distribute's team, noting:

‍"Andy [Distribute’s founder] was a huge factor. It’s a team we enjoy working with and get the support we need."

One easy-to-use Digital Sales Room for CS and Sales makes the sales cycle a breeze.

Rolling out Distribute was straightforward. Heather started with a brief trial involving two enterprise sellers to validate its fit. Once proven, the team adopted it with minimal onboarding, supported by pre-built templates customized to UserEvidence’s use cases.‍

"Setup was honestly a breeze," Heather shared. This ease of implementation was critical given that most of her team were first-time AEs.

Now, the UserEvidence sales team always shows up buttoned-up

Distribute quickly became an integral part of UserEvidence’s sales strategy, delivering tangible results:

• Accelerated Decision-Making: By consolidating materials in a single link, champions could secure executive buy-in faster. Heather noted:
  "The number of days to book the next demo has shortened by several weeks."
• Streamlined Communication: Sales reps saved time by eliminating cumbersome email chains and could instead focus on relationship-building.‍
• Enhanced Perception: Distribute helped UserEvidence present itself as a polished, enterprise-ready partner:

‍"Distribute is a huge way to help us present that we have our business together."

Looking Ahead

Today, Distribute supports not only sales but also customer success at UserEvidence, creating a seamless experience from onboarding to ongoing account management. Heather succinctly captured its impact:‍

"It has just made our lives better and our selling process so much easier and more organized."

In the fast-paced world of selling to Enterprises, Distribute empowers UserEvidence to scale and win deals with confidence, efficiency, and trust.

Interested in seeing how Distribute can button-up your sales process? Contact us today to learn more!