“If it’s not in Salesforce, it doesn’t exist” — why Oyster’s GTM team stopped believing it
Sonia Kozlowski, Senior GTM Operations Manager at Oyster, shares her experience transitioning from relying on Salesforce data to using Von. She describes the ongoing struggles with incomplete Salesforce data, the constant battle to get sales teams to update fields, and the time-consuming ad hoc analyses requested by leadership. After initially testing Von with known answers, she made the decision to trust the platform completely. This shift allowed them to quickly build analyses for any question without the previous data quality issues. She also mentions how Von can help identify churned customers to re-engage when new product features are delivered, potentially recovering lost revenue.
I think I've mentioned the sentence that if it's not in Salesforce, it doesn't exist. And I kind of believed it. I believe it's now outdated. How many times have we tried to chase this data?
How many times have we talked to our sales team? How many times have we pushed them to update these Salesforce fields? It's a battle that I think we've all went through and I guess we all fight every single day. All these ad hoc analyses that come from leaders, you know, the quick question on a Friday night that translates into different hours and several booths being consulted.
I tried it for things that I knew the answers to already until the moment where I made a shift and I decided to trust.
And trusting Von was great because it was the moment where I started to build the Von right away for any single question, for anything that I need. I finally fixed it. And how did I fix it?
Basically by doing nothing.
How about when the product feature is delivered? How do we go back to all the customers that we churned?
We can ask Von give us a list of all the customers that we lost. We can go back to them and we can actually materialize some more revenue.