Guru is an app that provides sales teams with important information directly in their workflow. They implemented the Cirrus Insight app to allow salespeople to access and update Salesforce information from their email inbox without having to switch between systems. This saves sales reps around 4 hours per week on average. Based on salary savings and the number of reps, Guru is saving over $3,000 per month with a ROI of 2,300%, demonstrating the significant benefits Cirrus Insight provides to their sales workflow and processes.

1. Never Lose Your Workflow:
A Case Study

2. Introducing Guru
Guru is an app that lets you share information
with your team where they need it. Instead of
having a database for employees to consult,
Guru places that knowledge directly into the
workflow of sales teams.
Their goal is help salespeople not have to
consult guides or seek managers out to ask
questions, but instead access to important
information in their inbox through the Guru
app. Systems are built in for making sure the
information is always up-to-date and for users
to ask experts questions.
As a company focused on helping sales
teams where they work, they immediately
recognized the value of Cirrus Insight for their
own team.
I sat down with JJ Ferroni, VP of Sales and Sales
Enablement, and Bryan Cohn, a Sales Develop-
ment Representative, at Guru to learn why they
use Cirrus and how it has benefitted them.
Bryan Cohn, Sales Development Rep
JJ Ferroni, VP of Sales and Sales Enablement

3. Instant WOW Moment
Guru first looked at the possibility of using
Cirrus after Cohn recommended it, having
used the app religiously at a past job.
He remembered what initially drew him to
Cirrus. “I didn’t have to leave to go into
Salesforce. I could stay in Gmail and add
accounts, contacts, and info into
Salesforce,” Cohn said.
After using Cirrus, it was hard to
remember how to handle information
in Salesforce. He brought the app to the
attention of Ferroni and the rest of the
sales group.

4. Instant WOW Moment
They didn’t take much convincing.
“Keeping our team in their workflow is
critical for helping them reach their
volume goals,” Ferroni said. Guru had
tried using a Cirrus competitor in the
past, “but Cirrus had more robust
functionality than the other app.”
The ability to see and edit all the Salesforce information they needed without
leaving their inbox meant the reps didn’t have to switch back and forth between two
systems. Everything could be handled right from the the inbox.
Cohn said that the time required to load Salesforce and get to where he needed to
go to enter information was equal the time needed to completely finish what he was
doing in Cirrus and move on to the next email.
Viewing and editing from the inbox isn’t the only benefit Guru received from Cirrus. The
Book Meeting feature allows Cohn and other reps to save on the emails needed for
scheduling conversations, since they can get the meeting schedule in a single message.
Email Tracking is another feature that’s been a big plus for the team, so they can keep
up with when their emails are being opened and know when they should follow up.

5. These benefits and insights that improve
Guru’s business combine with the initial
ROI that comes from how much time their
team is saving. Sales reps at Guru save on
average four hours each week that would
have previously been spent on data entry
in Salesforce.
All the Benefits Build Up
Based on the average salary of sales reps in the US, the low price of Cirrus Insight,
and the number of reps they have, Guru is saving $3,075 each month by cutting
down on the time spent on data entry. That’s an astounding ROI of 2,300%!
“It’s invaluable to my day,” Cohn said. “When I go into Salesforce now, it feels foreign
to me.”
Scott Gaydos, Guru’s Demand Generation Lead, said that he used Cirrus and Sales-
force in tandem to compare the company’s inbound versus outbound sales models.
He set up the system to automatically tag lead sources as SDR created. This lets him
understand where opportunities are coming from and gain a better insight into
Guru’s sales process that wouldn’t be possible without Cirrus.