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Case Study

Cisco Meraki Scales Startup Sales Operations to Meet Enterprise Challenges

When Meraki was acquired by Cisco, its sales organization needed to quickly adapt from a startup culture to handling millions of global customers. Salesloft provided the structure sales reps needed to gain efficiencies in their process and scale to meet enterprise demands.

Who Is Cisco Meraki?

Cisco Meraki is the leader in cloud-controlled WiFi, routing, and security. The company was founded with the goal of making information technology and accessibility simple, beautiful, and reliable.

 By allowing its customers to centrally manage all their networking devices from the cloud, Cisco Meraki is helping businesses reduce operating costs and increase their network management capabilities. In turn, modern businesses are solving new and exciting problems.

 

 

Challenge: Scale a Startup Sales Organization. Fast.

When Cisco Systems acquired Meraki, the startup needed to scale its sales operations accordingly. This posed a host of challenges for the small sales organization, including implementing consistent processes across both the sales development and account executive teams.

Cisco Meraki also needed to build a sales system that would allow it to track success and understand performance. This required seamless integration with the company’s Salesforce instance and detailed analytics available in both Salesforce and the company’s Sales Engagement platform.

The challenges we’re facing now are very different than they were before — scaling and growing from that small startup culture to a company that has millions of customers all over the world.  — Tracy Zirbel, Sales Ops Systems Manager at Cisco Meraki

cisco meraki team image

Solution: Structured Process Increases Rep Efficiency

Cisco Meraki used the Salesloft platform to help scale its sales operations. With Salesloft cadences, the entire sales organization has structured its process and increased efficiency. Sales development reps (SDRs) are consistently personalizing  engagement with customers at scale and  account executives (AEs) are managing hundreds of partner relationships each day.

Salesloft enables Cisco Meraki to  gain rich data and insight into performance across the sales organization. Now teams can better track their activity and quickly learn what is and isn’t working. 

Using Salesloft also helps SDRs graduate to become AEs. With these promotions, the  former SDRs bring their Salesloft knowledge and expertise to the AE role, using platform capabilities in unique and effective ways.

We’re totally honed in on sales rep productivity and we’ve implemented Salesloft to help meet that need. — Tracy Zirbel, Sales Ops Systems Manager

Results: A Sales System That Meets Enterprise Business Needs

Cisco Meraki has been able to successfully scale their sales organization to meet enterprise demands. Salesloft has helped them build an effective, scalable process that’s easy for the sales team to follow. On top of that, Cisco Meraki has been able to track and analyze rich performance data that’s driving the continued optimization of its sales process and success.