HubSpot is turning to another Boston-area tech company to boost its global sales efforts.
The company has signed a one-year contract for more than 400 of its global sales representatives to use sales coaching software from Qstream, a Burlington-based company whose technology was originally developed at Harvard Medical School. Financial terms of the deal, which Qstream announced on Thursday, were not disclosed.
HubSpot's sales reps will use Qstream's data-driven "Coaching Hub" to take brief scenario-based challenges on their mobile devices, covering topics like product messaging. The employees can then compare their scores on Qstream's leaderboard, which Qstream said is meant to drive competition among peers and increase engagement.
"We chose Qstream because it’s designed for how sales people work."
Using the results from those challenges, Qstream's analytics software turns that data into coaching actions, giving sales managers a better way of prioritizing coaching plans and identifying knowledge gaps across the entire team. Qstream said its customers on average see a 35 percent increase in proficiency, a 20 percent higher quota attainment, a 3 percent bump in gross margin and a 12 percent gain in market share.
“It’s mission critical that we not only ramp our new reps to full quota quickly, but ensure that our entire sales force is at peak performance," Channing Ferrer, HubSpot's vice president of sales and operations strategy, said in a statement. "We chose Qstream because it’s designed for how sales people work."
Qstream uses a scientific approach to "rewire the brains" of sales professionals — as its CEO, Duncan Lennox, told BostInno in an interview last December. The company said its software has been validated in more than 20 randomized control trials.
The company raised a $15 million financing round last December, which brought total funding to $23 million. The company now has over 400 customers and more than 120 employees. It was named as one of the top 100 companies in Deloitte’s Technology Fast 500 last year for growing median annual revenue by 290 percent from 2012-2015.
