Whispli’s revenue teams are able to go to market faster with Storylane
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The Company
Founded in 2015 by Sylvain Mansotte, Whispli provides a secure and anonymous SaaS whistleblower platform & case management solution to help orgainzations engage with their employees and comply with the legal environment. The company's platform helps customers to communicate fraud, harassment, discrimination and unethical behavior through live chat, SMS and email, enabling organizations to uncover their blind spots in a secure and cost-effective manner.
The Team
Jonathan Benoudiz is the Chief Operating Officer (COO) at Whispli, having been at the helm of the company for over 4 years now.
The Problems
📌 Empty demo environments leading to unfulfilled trial experiences
Whispli’s prospects would constantly ask for demo environments to trial the tool. However, provisioning empty accounts was of no use as there was nothing to take away from them. A company needs to get reports, have active dashboards and have some information exchange with the whistleblower to realise the value of the platform. It's not something a company would be able to do by themselves.
📌 Time-consuming demo account creation process due to dev involvement
Setting up demo accounts manually was quite challenging and was ultimately becoming a pain. During the early stages, the Whispli team was primarily focused on bringing a better product to their customers. As a result, they didn't have the required resources to dedicate to manual development cycles and building the demo environments internally. It was becoming a big burden on the engineering team to entertain demo requests.
Why Storylane?
Whispli wanted a tool that could be used by everyone in the team without needing any training. So Storylane was better at this as the learning curve was a little too steep for other tools. One in particular had too advanced an interface, when they just wanted something simple because while there was a very knowledgeable team in place, they're not developers. So they wanted everyone to be very independent to be able to implement something themselves.
In the words of Jonathan himself,
The Solution
With Whispli’s manual demo environments, Jonathan’s team would not get a full picture of whether and how the prospects are finding value out of the tool. It was generally understood that the trial experience was half-baked for the prospect, when, say, they would send just one report or log in only 2-3 times, without doing much else.
The benefit with Storylane, however, was that whenever the prospects would go through the demo, be it for just 15 minutes, they would get the full idea of what Whispli is about. This helped Jonathan’s team understand which parts of the product a prospect has spent the most time on to convey additional context around those.
📌 Faster go to market for the revenue teams
Storylane provides autonomy to Whispli’s sales and success teams. It enables them to create demo environments quickly to show prospects/ customers how the product works without consulting the dev team. The tool also allows them to make tweaks or fix typos that the actual product has [knowing it’ll be fixed in the upcoming releases] before sharing. The team has built some hybrid demo versions using Figma designs to showcase how the product will look like with some of the upcoming features.
📌 Flexible demo environment to satisfy varied needs
Jonathan wanted both demo modes - a self navigation where prospects just play around in a sandbox, and to also have them go through a guided tour. So this ability to be flexible at the same time and configure the flow depending on the use case, was missing in other platforms, including the capability to add more data or specific screen for some customers. This flexibility between free flow visit of the environment and a very narrowed platform guide made the difference for Storylane.
📌 Cross-functional applicability for multiple use cases
Whispli predominantly uses Storylane to either send demos to prospects or to customers to help them figure out how to do something inside the platform. They have built a full roster of interactive demos to cater to different personas and their varied use cases. These are,
- User based demos, since the product has different experiences for both the whistleblower and for the case manager.
- Feature based demos, when prospects/ customers have questions around specific features, such as, adding team members or analytics.
- An in-depth demo, for detailing the most important aspects of the platform.
- Customer onboarding demos, for the customer success team to help new users get up to speed with using the platform.
For sales specifically, the team created some templates so if someone wants to use it, they just duplicate the templates, customize it with the customer/ prospect info, put their logo and send it.
In addition,
Jonathan also loved the privacy settings offered in Storylane, especially the link expiry feature. This was important to Whispli because there’s confidentiality around their platform. They also wanted to put some pressure on the prospects by only opening the demos for a week. The team didn’t want them to shop around their demo so secured access to the demo was essential.
The Impact
Whispli is predominantly using Storylane for speaking to prospects and addressing customer queries. Here’s how the completion percentage looks like for 3 of their sales demos,
This better than average completion rate ultimately led to shorter sales cycles and higher conversions.
