Customer Spotlight: STAjets

For STAjets, the sky’s the limit. What once started as a humble mom-and-pop shop in 2005 has grown into a cross-national organization with offices across the country. Ten years later, STAjets has become a full-fledged aviation and aerospace company and boasts a growing high-end clientele. With a growing number of incoming leads, STAjets found that they lacked the pipeline visibility and tracking tools they needed to run efficiently. Zach Rutledge, Director of Charter Sales, led STAjets’ quest to find a solution that would take their business to the next level.

Challenge

Prior to implementing Base, STAjets did not have a formal management tool. Each rep managed their sales ad hoc and managers kept track of their leads in spreadsheets. “There was no way for me to collectively see our pipeline. I had to constantly check in with my reps,” explains Zach. This soon proved to be insufficient given STAjets short thirty-day sales cycle. “On average, my reps quote 1,000 deals per month, and the average quote is $40,000. Given the volume and values we were working with, I needed a customizable CRM.”

Zach initially evaluated systems he had previous experience with, namely Salesforce. “I started looking at Salesforce and I felt like a small fish in a big pond. They had very little interest in adapting to my needs.” It wasn’t until Zach began looking at Salesforce’s competitors that things started to turn around.

Blog STAJet case study

Solution

In just three months, Base transformed STAjets into a well-oiled sales machine. The sales team can now focus on the right deals at the right time. “I see a lot more organization in my rep’s days, and Base does that by design. I no longer have to tell them ‘here’s what I’d like for you to do.’ They just know.” Zach notes that this new level of visibility has added a sense of pride and competition amongst his sales reps. “Base gives you so much visibility, and this motivates your sales reps. It’s great because Base has given my reps drive and has boosted their productivity.”

Such visibility would mean nothing without high adoption. Today, every sales rep at STAjets uses Base because they see its inherent value. “Not once have I had to go back and ask my employees to use Base. They all instantly saw the results in their paychecks. They saw in real-time how many leads they were leaving on the table because they just lacked the necessary tracking and visibility tools.” With high adoption in tow, Zach can now leverage reports like the Rep Performance Dashboard and Lost Deal Analysis to improve his team.

Results

“Before Base, we were losing 15-20% of our leads. They were falling through the cracks because we either didn’t know about them or we just didn’t follow up in time. Money was flying out the door.” Base is saving STAjets time and money by delivering a complete platform, not point solutions. Zach reaffirms this sentiment, recalling what things would have looked like had he pursued Salesforce. “Every time I asked Salesforce for a feature, they suggested I use a plugin or add-on. So in order to get the solution I wanted, I would have had to purchase four subscriptions through four separate companies. If one of those companies stopped supporting the product, I would have to search for another solution.” Thanks to Base, Zach can rest assured knowing that his sales team has the complete set of tools they need to sell efficiently.

Screen Shot 2016-05-12 at 9.50.30 AM“Not once have I had to go back and convince my reps to use Base. They all saw the results in their paychecks. They saw in real-time how many leads they were leaving on the table because they lacked tracking and visibility.”

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