Easier Training, Higher Adoption:A Case Study

Introducing Gusto

Gusto started with the aim of modernizing

payrolls for small businesses. Three years ago,

a few “super groovy dudes” took on the task

of helping employees find their voice. The

very title of Human Resources implies that

people are things (like wood or coal) to be

drawn upon as needed to accomplish tasks,

and Gusto wanted to change that.

To that end, they made payroll easy and

personal to help change how the business

world operates. Recently, they’ve started to

expand beyond payroll into health benefits and

worker’s comp. All with the goal of helping

people have better lives.

We sat down with Brent Johnson and Doug

Heindel, Sales Ops leaders at Gusto, to learn how

Cirrus Insight has been the key for their team to

adopt Salesforce and optimize their workflow.Doug Heindel, Salesforce Developer

Brent Johnson, Strategy Operations

Gusto’s Di�culties with Salesforce Adoption

Before Cirrus Insight, Gusto was

struggling to log any activities to Salesforce.

“The reps weren’t logging calls,” Johnson

said. Nothing was configured, and Gusto

was struggling to see their returns on pur-

chasing Salesforce.

Cold emails sent to the Gusto Sales email

address had to be checked only in Salesforce,

and it was a “stupid way of marketing.”

Users didn’t want to use two separate systems

for their work. No one wanted to be switching

tabs, splitting their screen, or requiring

monitors for everyone for them to do their

daily tasks.

Gusto needed a way to have their sales team

use Salesforce without having to leave their

inbox, so the team could stay engaged and

productive.

Instant WOW Moment

Gusto needed a way of “enforcing our

BCCing to Salesforce without a silly

plugin you get for free or doing it

manually” Heindel said. The “ease,

cleanness, and support” of Cirrus stood

out to the team at Gusto. “With some

of the other vendors, you have to wait

weeks to hear something back.” Heindel

said. “With Cirrus there’s always new

features. Always exciting.”

Cirrus made it easy for reps to stay in their inbox while using Salesforce. “We have

reps that don’t even go into Salesforce,” Johnson said. “They just interact with

Cirrus. ”Users were hooked. Logging went from “zero to everything.”

No longer needing to force everyone into Salesforce was great, but “the fact that they

had Cirrus was even better.” Users loved being able to easily manage tasks and search

for Salesforce records on the fly. The Book Meeting feature is “rad,” and Follow-up

Notifications and Send Later replaced the use of other apps such as Boomerang.

Johnson and Heindel said they were used to orgs having 4-5 tools in Gmail.

Gusto has Cirrus.

The current time saved though adds

up to a total of 28 hours per week of

increased productivity.

How much time does optimizing your workflow give you?

For Gusto, those 1,300 saved clicks equals 75 minutes of saved time each day! That

adds up to 6.25 hours each week per user. This is close to a whole extra day of work,

and extra work leads to extra revenue. Imagine increasing the revenue of your sales

team by almost 20%. All by optimizing your workflow between the inbox and Sales-

force.

Cirrus Insight has made Salesforce a viable and useful tool for Gusto, replaced other

Gmail plug-ins, and created an e�cient workflow for Gusto’s sales team.

Johnson and Heindel broke down the time saved. For every sales call or email, reps

went from having to make 15 clicks navigating Salesforce down to just 2 in Cirrus.

Gusto is a fast moving o�ce. Over the course of the day, the email/call logging

process that used to take 1,500 clicks has dropped down to 200.

Gusto reps save and average of 6.25

hours per user/week!