Riverstate achieves the best revenue results in company history with help from Zoom’s conversation intelligence platform

Riverstate is active in personnel consulting and placement, specializing in the engineering and construction sector. Headquartered in Düsseldorf, the company has 40 employees working across multiple office locations in Germany and Poland.

Even before the pandemic, Riverstate relied on a hybrid work model, which gave the company the flexibility it needed.

Significant process optimization through Zoom Revenue Accelerator’s analysis capabilities

Riverstate’s progressive corporate philosophy encourages employees to be open to innovation, to make decisions quickly and courageously, and to shape their individual working conditions in such a way that they achieve the best possible results on their own.

Continuous quality assurance and optimization of processes is also part of Riverstate’s DNA. Since spring 2023, Riverstate has relied on Zoom Revenue Accelerator to help achieve these goals.

Systematically optimizing sales

Riverstate already conducted regular training sessions with employees, but didn’t have a process in place to help sellers continually improve their performance. “We lacked a tool with which we could systematically approach performance optimization,” said Marc Wolf, sales team lead at Riverstate.

Marc and his team wanted insights to help them answer the following questions: How did the customer react in certain conversational situations? What was the ratio between speaking and listening? What was the pace of speech? How often were filler words used? Were all relevant topics addressed? What next steps were agreed upon?

The team used Zoom Revenue Accelerator to efficiently evaluate all of these factors that influence a deal. Riverstate’s sales operations managers use the dashboard to perform analyses, compare KPIs, calculate customer retention using metrics, identify pipeline trends, and search by business phase and by team to find out which business opportunities they should address. These insights enable Riverstate to build custom training sessions and sales presentations.

At Riverstate, it’s all about boosting employee performance — in the best sense of the word. This affects whether employees achieve their sales targets, motivates them in the long term through further development, and provides them with individual and targeted support.

“We set ourselves a content focus for each quarter, which we then work on very systematically. In sales, for example, the current focus is on closing calls,” Marc explained. Each employee invests up to two hours a week in individual and group training inside Zoom Revenue Accelerator.

Riverstate’s sales team isn’t the only one to experience the benefits of conversation intelligence. Riverstate recruiters also use Zoom Revenue Accelerator to improve their interview strategy for regular exchanges with applicants and customers.

Achieving the best revenue results in the company’s history

“With tracking and analytics, we don’t want to shame anyone. We want to highlight good and perhaps not-so-good interview situations and work together as a team to develop solutions for dealing with them better,” Marc said. When all colleagues are involved, the team benefits from different perspectives and experience levels.

The implementation of Zoom Revenue Accelerator as an add-on to Zoom Meetings went smoothly, according to Marc. In addition to its intuitive usability — a strength of the entire Zoom platform — the Zoom team provided supportive training for Rivestate. “We didn’t just want basic knowledge on how to use Zoom Revenue Accelerator. We wanted to know how to get the most out of the tool.”

Many of Revenue Accelerator’s analytics capabilities were new to the teams. Insights that sellers hadn’t even thought of before Zoom are now consistently in view, Wolf explained. For example, he said, the level of commitment to customers has improved significantly, as it is now possible to evaluate exactly which next steps were agreed to in the discussions.

“The analysis and training capabilities with Zoom Revenue Accelerator are much more complex and better than with any other tool. Zoom offers much more than we expected,” Marc said.

As a result, Riverstate is currently posting the best revenue results in the company’s history. “It’s because we have continuously optimized sales. Zoom Revenue Accelerator has also contributed to this,” Marc said.

Marc is always focused on optimization. Looking to the future, he says Riverstate may look into cloud telephony with Zoom Phone, which could be integrated holistically into Riverstate’s infrastructure and processes.