About Pete and Atrium
Pete co-founded Atrium in 2016, and currently leads their customer success and sales teams. “I hate the title CRO, but that’s essentially what it is that I do, so I’m responsible for marketing, I’m responsible for sales, I’m also responsible for customer success,” says Pete.
As a product, Atrium makes sales and performance software that continuously monitors KPI’s for sales teams, “It’s like an army of sales operations analysts in a box,” says Pete. “And it makes sales managers and sales operations people look amazing at what they do.”
Pete says Atrium is different because it allows users to automate and process their data in a streamlined way.
“Typically with analytics you need to prepare the data, know what questions you want to answer, get the data in a proper place, and then build a bunch of reporting. Then you have to come back and look at it,” Pete says. “Atrium automates all of that. So it's very, very easy. ”
Pete Before Census
Before Pete found Census, he explained that he had two main pain points.
First, he wanted a clearer understanding of user data at Atrium. In the past, Pete had used a custom-build tool at his last company, called ‘Batman.’ Pete likens Batman to a very, very basic Gainsight, a user monitoring tool that could help them begin to know what was going on from a customer success standpoint at Atrium.
“It was so clunky and limited, the Customer Success people hated it,” says Pete, “but it was better than not knowing what was going on from a success standpoint for our users.”
Pete’s team at Atrium had user data from Segment going into Redshift, and they were using Tableau on top of that, which gave them at least some understanding of what their users were doing, “but it was a very, very rudimentary understanding,” says Pete.
Pete’s second pain point was a little bit more elusive. Because of Atrium’s ease of use and simplicity, customers could often miss how effective it was for them.
“Most BI or analytics softwares are sold as a big initiative, but in our case, we can just slip in very easily,” says Pete. “Now the downside of that is that we want to prove that people are getting utility. We've also always wanted to have an easy way for sales to see which people are using Atrium successfully, for example, who is trending in the right direction, and who’s turning in the wrong direction.”
Pete Meet Boris
That’s where Atrium was at when Pete ran into Boris Jabes, Census’ CEO, at a conference in Silicon Valley.
When they started talking about Census, Pete said that he could immediately see the appeal for his customer success teams. “Since so many people at Atrium know how to do Salesforce reporting, I knew you could do all sorts of fun stuff with Census,” Pete says. “People could literally start building castles in the sky. And that's what we did.”
Right off the bat, Pete saw that one major advantage to working with Census was how easy it was going to be to start using it and integrating it into their current system.
“It's actually a pretty similar narrative to Atrium,” says Pete.
“The way that most organizations solve this problem is to do a huge implementation process. Census didn’t need all that.”
Other tools that Pete had worked with in the past that offered similar functionality, were extremely heavy to set up. While, “the other post-Segment, post-mParticle, post-Redshift class of CS tools are simpler than Gainsight, they’re still not super easy. And then they're all very feature limited,” says Pete.