Gusto started using Cirrus Insight and found themselves having an easier time with training and a higher adoption rate for Salesforce.

1. Easier Training, Higher Adoption:
A Case Study

2. 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

3. Gusto’s Difficulties 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.

4. 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.

5. 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 efficient 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 office. 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!