How Ramp Supercharged Their GTM Operations with Momentum

The Challenge: Scaling Efficiency in a Hypergrowth Environment

Ramp, a hypergrowth SaaS company, faced a familiar yet complex challenge: maintaining operational efficiency while scaling rapidly. As Nate, who heads Ramp’s GTM systems, explained, their team grappled with fragmented data and processes.

“We needed one clear centralized reporting repository, making sure that everybody's reading from the same sheet of paper,” Nate noted. Misaligned reporting, data inconsistencies, and inefficiencies in deal progression hindered the ability to fully optimize their revenue engine.

The team also faced growing pains related to vendor relationships, Salesforce access permissions, and deal routing. “We're always trying new things, solving new challenges, and experimenting quite a bit,” Nate added. However, their existing tools and processes were not agile enough to support their experimentation and scaling needs.

Why Ramp Chose Momentum

Ramp evaluated several vendors to find a solution that would align with their operational goals and vision. According to Nate, Momentum stood out for its cutting-edge technology and collaborative approach.

“We did a very deep evaluation before selecting Momentum, and it was largely because of the team,” Nate shared. He emphasized that Momentum’s product roadmap, with its focus on AI and GTM efficiency, resonated with their needs. “They understand the needs of a RevOps team and a hypergrowth sales team.”

Momentum’s Slack-centric design was another critical factor. “We wanted a tool that could take Salesforce information and bring that into Slack and vice versa - managing all of our internal communications there and also managing our CRM through Slack.”

How Ramp Uses Momentum

Momentum has become integral to Ramp’s GTM operations, acting as both a strategic and tactical partner. Key use cases include:

1. Deal Progression Automation: Momentum streamlined the deal cycle by integrating directly into Slack. “With Momentum, we’ll draft up an email for our account executives, send them that alert in Slack, and they’re able to progress the deal without diving into Salesforce,” Nate explained.
   
   
2. Enhanced Alerts and Reporting: Momentum’s AI-driven alerts keep the team informed without overwhelming them. “Momentum is really like a sales manager that stays up 24/7 and listens to every Gong call, notifying the right folks when they should be paying attention to a deal,” said Nate.
   
   
3. CRM Enrichment: By analyzing customer calls and transcripts, Momentum enriches Salesforce with actionable insights. “It gives visibility to the seller later on, summarizing key information from calls and dropping it into our CRM,” Nate said.
   
   
4. AI-Driven Insights: Ramp uses Momentum to extract product feedback and co-selling opportunities from customer conversations. “We can ask Momentum to listen to those calls for us and notify the relevant parties,” Nate highlighted.
   
   
5. Operational Efficiency: Momentum also addresses data quality issues. “Momentum’s been a great tool in surfacing information that may be incorrect and notifying our team to fix the data,” Nate noted.
   
   

The Results: Transformative Efficiency and Alignment

Momentum has delivered tangible results across Ramp’s GTM organization. Some key outcomes include:

• Faster Deal Progression: “Using Momentum has cut the time in half for sellers to progress their deals in Salesforce,” Nate shared.
• Improved Data Quality: Momentum’s alerts ensure consistent, clean data. “It’s a huge lift for our operations side,” Nate added.
• Seller Productivity Gains: Nate highlighted that Momentum allowed sellers to spend more time selling. “The less time they’re in Salesforce, the more time they can spend helping our customers.”
• Organizational Clarity: “Momentum really helps drive clarity across a RevOps unit and GTM teams,” Nate explained.

Momentum’s collaborative approach and relentless innovation have made them an indispensable partner for Ramp, explaining that the Momentum team operates almost like an extension of their RevOps team.

The rapid pace of feature development has been a key differentiator. “The speed at which Momentum is shipping is great too. Every week, we see new capabilities.”

In Nate’s words, “Momentum has been a great partner to us because they’ve been embedded with our team, helping accelerate our go-to-market motions incredibly.”