How Persona Achieved 10x Faster Sales Processes & A-Rated Data Quality by Switching from Gong to Airspeed
- Drastically reduced manual data entry
- Much higher data quality
- Time savings extended beyond sales → across the entire org
- Easier implementation and configuration with immediate ROI
Persona offers a unified identity platform that gives businesses the building blocks they need to verify and manage individuals' and businesses' identities, along with automation and orchestration tools to streamline the entire identity process from end to end. Companies across industries — from fintech and marketplaces to healthcare and mobility — use Persona to verify customer identities, detect fraud, and meet various compliance mandates, all while delivering a seamless user experience. As a fast-growing company, Persona’s sales team relies on efficient processes and high-quality data to engage prospects effectively and drive revenue
Before implementing Airspeed, Persona's sales team faced challenges with their sales process and data quality. According to Jack LaMar, Sales Manager at Persona, "We were using Gong for call recordings, but most of the team was spending a lot of time drafting notes across multiple places like Slack, Notion, and Salesforce."
Persona had many mandatory fields in Salesforce that reps often didn't fully complete, leading to poor data quality. "Data quality was a top priority for us, but the challenge is balancing having complete data and moving deals quickly through to the next stage".
Follow-up emails were frequently delayed until the next day as reps didn’t have time to draft them promptly. Reps having to transcribe notes, and update Salesforce after each call slowed down their process significantly, and led to a lack of consistency in documentation between reps.
Their leadership team wanted to make the team more efficient without sacrificing the data that was used by Sales, Product, and Marketing : that’s where Airspeed stepped in.
Why They Chose Airspeed to Replace Gong
Persona had many mandatory fields in Salesforce that reps often didn't fully complete, leading to poor data quality. "Data quality was a top priority for us, but the challenge is balancing having complete data and moving deals quickly through to the next stage".
Follow-up emails were frequently delayed until the next day as reps didn’t have time to draft them promptly. Reps having to transcribe notes, and update Salesforce after each call slowed down their process significantly, and led to a lack of consistency in documentation between reps.
Their leadership team wanted to make the team more efficient without sacrificing the data that was used by Sales, Product, and Marketing : that’s where Airspeed stepped in.
Airspeed’s Impact
Persona found Airspeed very easy to implement and configure to their needs. Within a few calls, they had it properly mapped to all their key Salesforce fields.The impact on data quality, efficiency, and cross-functional alignment was significant.
LaMar noted their Salesforce data went from a "D/C rating to a B+/A rating" in terms of completeness and accuracy.Time savings were seen across sales, marketing, product, and finance teams who previously had to spend cycles cleaning up data.
Reps no longer had to manually draft notes after calls, or give manual updates to Sales, Product, and Marketing as they are now pushing to Slack deal rooms.
Airspeed produced a 10x saving on time on the handoff between an AE and an SDR. “They don't have to, like, go find them, slack them, find their notes and ask what's happening”.
As LaMar summarized: "We've seen drastically reduced time on manual data entry, much higher data quality, and time savings extending beyond just the sales team to other teams like finance and marketing".