How Pluralsight Unlocked Rep Productivity Faced with lower growth than they anticipated, the team at Pluralsight had plenty of questions around rep productivity but very few answers. While they could easily surface data on win rates, and pipeline coverage, the hardest question to answer: what behaviors lead to consistent, predictable revenue, remained a mystery. Key Results • Uncovered gaps on current quarter deals with customer engagement insights • Established leading indicator benchmarks based on top performer analysis • Surfaced buying group insights on win-rates, deal size, and expected value • Sourced 460K+ historical, pre-engaged contacts from 280+ sales reps Key Discoveries • Reps were spending a third of their time working Tier C accounts that produced less than 25% of

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