How NerdRabbit uses Labra OppSync to boost co-sell with AWS from inside Salesforce

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About NerdRabbit

NerdRabbit describe themselves as “the first AI-powered, unbiased hiring platform that matches cloud pros with cloud (h)opportunities”. The intelligent software behind NerdRabbit Is called Nerdly. It’s a software platform that uses AWS machine learning technology to reduce the labor intensity typically associated with the interviewing, vetting, and hiring process. They create a two-sided marketplace where Nerds and NerdHerders use Nerdly to find new opportunities; hire hourly, contract, or full-time cloud talent; and connect and collaborate with fellow cloud pros in the NerdBurrow.

Why nOps needed to solve a common sales data problem to support their growth

nOps fast growth presents a sales sales pipeline management problem common to all partners of hyperscale clouds. As a fast-growing independent software vendor (ISV) that uses Salesforce CRM and the AWS ACE Pipeline Manager to track and manage sales opportunities—manually updating leads between the two systems. With month-over-month co-selling growth, the pain for nOps to maintain an accurate, steady exchange of leads and opportunities between the two sales pipelines became untenable.

The hard impact of this is measurable slow-down drag on the flywheel of growth which in turn caused frustration with customers with slower times to solve their problems, and with staff both at nOps and AWS who just want to get the paperwork done and move to delivering value as soon as possible.

nOps sales staff worked closely with their ACE counterparts and asked “How can we remove this double-entry CRM bookkeeping from our process and make it more efficient? How do we solve the double-CRM problem?”

The Challenge

NerdRabbit is an ISV Accelerate partner and their target market is AWS customers and practitioners. Co-selling with the AWS ecosystem is the #1 go to market.

The challenge for the Nerdly sales team was to keep their Salesforce up-to-date with AWS ACE, which involved manual effort and Google Sheet mapping.  

This didn’t scale and took valuable time away from sales staff reducing time spent with AWS and customers.  

To solve this problem, NerdRabbit quickly onboarded Labra OppSync to integrate Salesforce with AWS ACE which automated away their challenges and released more time for AWS and customers.

By the numbers

5x Growth From 3 tools to 1 No learning curve From hours to minutes
Opportunities have grown from 90 to 500 No more ACE portal, no more Google Sheet tracking Same Salesforce, just a few more helpful buttons 20 minutes a week to check opportunities

A snapshot of what happened

Before Labra OppSync After Labra OppSync Impact on NerdRabbit
Manual sync of NerdRabbit pipeline with AWS ACE.
Salesforce integrated with AWS ACE via Labra OppSync.
Claire Edwards “Labra OppSync changed my life”.
Too much sales paperwork.
Productivity boost from Day One with no learning curve
Eliminated the paperwork that was slowing sales
Need three tools: Salesforce, AWS ACE, Google Sheets.
Fewer portals, fewer screens, fewer updates
Spend more time with AWS and customers.
Took time away from spending time with AWS, “NerdHerders” and “Nerds”.
Deal dashboard in Salesforce for live view of AWS pipeline.
Team is confident of scaling without increasing paperwork.

Watch Claire Edwards and Jon Myer discuss Labra OppSync at NerdRabbit.

Watch Jon Myer talk with Claire Edwards from NerdRabbit. She explains the realities of going from spending hours a week updating and verifying co-sell deals in her CRM and AWS ACE… to now just about 20 minutes a week by using OppSync from Labra.

How nOps used Labra OppSync to boost their sales pipeline and growth

To solve this double-CRM overhead that causes so much drag and difficulty of sales data management, Ibexlabs implemented Labra OppSync to integrate nOps’ sales data from their Salesforce CRM with the AWS ACE Pipeline Manager.

Labra OppSync is an elegant, automated SaaS solution for bi-directional integration of data between two sales pipelines. Here, the implementation process of Labra OppSync was painless and required minimal involvement from nOps IT. Moreover, it was completed within weeks.

nOps Sales staff no longer have to manually make – or not make – double-entry CRM updates and they now have a single source of truth with updates in near real-time. nOps sales staff spend more effort helping customers buy and onboard and get to value rather than flipping between browser tabs to copy and paste data. Leadership at nOps and AWS can now, finally, “see” the same pipeline and can work together to improve it for the customers’ benefit. Labra OppSync provides a dashboard to visualize the data as it flows through the different stages of the sales cycle, adding confidence to the process.

Why NerdRabbit chose Labra OppSync

When Claire Edwards joined NerdRabbit as the first salesperson, it was OK to manually synchronize a few opportunities between Salesforce and AWS ACE, using Google Sheets in the middle as a tracking tool. But, like other AWS partners who start like this, it soon got out of hand.  

As NerdRabbit grew, they were spending more hours manually updating opportunities on their CRM and on AWS ACE, taking valuable time away from AWS or customers. The more opportunities they won and the more sales people that joined the team, the greater the impact.

The heart of the problem was that the growing NerdRabbit sales team were having to use their own CRM, plus the AWS ACE portal, and track email updates and use Google Sheets to track opportunities.  

Fig 1. NerdRabbit manual co-sell process before Labra OppSync.

So, what could NerdRabbit do to reduce this overhead and keep growing?  

NerdRabbit talked to Labra because the OppSync product in their Distributed Cloud Commerce Management platform was purpose built to solve this problem.

Claire said, “Kyle at Labra told me ‘I gotta tell you about this software platform! It’s gonna save you so much time!”

“And he was right,” she said, “I was introduced to OppSync and it has changed my life!”

How long did it take NerdRabbit to get started with Labra OppSync?

Getting started with Labra OppSync was straightforward for the NerdRabbit sales team.  

“There wasn’t a huge learning curve” because Labra OppSync let’s sales people work where they work: in Salesforce. It just adds some extra buttons and views so all that opportunity work can be done in their CRM.

With just a few 15 minute sessions over a few weeks, NerdRabbit’s CRM was integrated and synchronizing opportunities automagically with AWS ACE.  

How are NerdRabbit using Labra OppSync?

On the podcast, Claire explains “a day in the life” of NerdRabbit sales now that they have Labra OppSync:

  • Sales staff just click one button to share opportunities from their Salesforce to AWS.
  • Sales staff just click an Accept button to create AWS-provided opportunities in their Salesforce.
  • Any changes they make are automagically propagated to AWS, and the same when AWS update things at their end.
  • They have an accurate dashboard which helps with sales operations and pipeline management.

In fact, for Claire and team, the process diagram has now changed to look like the below Fig 2. The only parts they need to touch now is their Salesforce, and Labra OppSync does the rest.

Fig 2. Simplified, automated co-sell process with Labra OppSync

Life today in nOps Sales

  • With the implementation of Labra OppSync, nOps can quickly drive sales opportunities forward through a streamlined sales process.
  • No more Manual intervention to fetch and update sales data from the CRM No more duplicated sales data in two CRMs
  • No more mistakes in sales data
  • No more wasted time doing paperwork instead of helping customers be successful.
  • No more hours wasted in sales meetings trying to make sense of the pipeline.
  • Automated Bi-directional sync keeps AWS and nOps up to date on leads and opportunities.
  • nOps sales team are working with live data and not playing catch up under pressure now they have near real-time automatic syncing of lead
  • With a comprehensive view of the sales funnel, nOps can accelerate co-selling with AWS—further strengthening the relationship.
  • Automation allows nOps to focus on other important tasks rather than worry about maintenance and integration failures.
  • With the Labra OppSync rule engine, nOps can map the data and visualize it on their Salesforce CRM.
  • Labra OppSync takes care of changes in regulation and policies happening on the AWS side, reducing management overhead.

How to get started with Labra OppSync

The best way to get started with Labra OppSync is to talk with one of our experts who will help you discover how it can make a difference to your unique sales and co-sell situation.

If you schedule a call with us will help you discover:

  • See if the same problems are agitating you, and what benefits you might get from using Labra OppSync.
  • Work out what the way forward looks like in terms of onboarding and training, both of which are low-effort with fast time-to-value.
  • Pick the best pricing plan to match your co-sell velocity.
  • Get a demo of the platform so you can see for yourself.

“With our playbook with the AWS Ecosystem being such a big part of our growth of pipeline, it became more difficult for our Alliance Manager to keep things approved, updated, and launched. We worked with AWS on the custom integration but keeping it up and working was difficult with a very agile team. When we implemented Labra OppSync we were able to allow each team member to manage their own deals and increase the visibility to the AWS teams on the progress of the deals. This allowed them to gain even more confidence in nOps and increase the AWS-initiated deals.”

Tobey Amy,
Director of Sales, nOps

"OppSync changed my life! NerdRabbit has been able to achieve 117% increase in Partner-originated opportunities.

And all this with just a few simple clicks. There wasn’t a huge learning curve either , because Labra OppSync just adds some extra buttons and views so all that opportunity work can be done in our CRM. With just a few 15 minute sessions over a few weeks, NerdRabbit’s CRM was integrated and synchronizing opportunities automagically with AWS ACE."

Claire Edwards,

Lead Account Executive, NerdRabbit

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