From 50% to 99%: HorizonIQ’s Sales Success Story

In the fast-paced world of infrastructure services, staying ahead means more than just offering cutting-edge solutions—it's about how effectively you can understand, engage, and support your customers. For Marisa Cañez, VP of Sales at HorizonIQ, this meant finding a tool that could revolutionize her team's sales approach and unlock unprecedented levels of productivity.

Marisa Canez is the VP of Sales at HorizonIQ. She manages a team consisting of:

• 2 CSMs (Customer Success Managers)
• 3 AEs (Account Executives)
• 1 BDR (Business Development Representative)
• 2 Sales Engineers

The Challenge: Breaking Through Sales Productivity Barriers

HorizonIQ, a leading infrastructure as a service provider, manages a complex portfolio of managed private clouds, bare metal services, and business continuity solutions. With a small but mighty team responsible for approximately 1,000+ clients, Marisa recognized a critical need to streamline their sales processes and gain deeper insights into customer interactions.

"Before Attention, we were struggling with consistency," Marisa recalls. "Our team was sending customer-facing recap emails only about 50% of the time and less than 10% of the time for internal calls. We lacked a comprehensive way to review and improve our sales conversations both internal and external."

HorizonIQ faced common challenges that plague sales organizations:

• Inconsistent follow-up and recap communications
• Manual note-taking during calls
• Limited visibility into team performance
• Difficulty tracking customer insights across multiple interactions

"We knew we needed a solution that could help us work smarter, not just harder," Marisa explains. "Our goal was to find a tool that could enhance productivity, improve coaching, and provide insights across our entire organization."

The Solution: A Personalized Approach to Conversation Intelligence

After evaluating several platforms, including Gong and Cluster, HorizonIQ chose Attention for its unique combination of features:

• Cost-effective pricing
• Startup-friendly customization
• Easy implementation
• AI-powered insights
• Cross-functional utility

"Attention wasn't just another sales tool," Marisa notes. "It was a platform that could add value across multiple teams, from sales and customer success to marketing and project management."

A Multifunctional Tool Beyond Sales

What set Attention apart wasn't just its ability to record calls—it was the platform's versatility. Marisa quickly realized that the tool could benefit multiple departments, not just sales. Marketing teams began using call insights to inform product roadmaps, while project management started leveraging the platform for internal collaboration.

"Attention is so much more than a call recorder" Marisa emphasizes. "It's a company-wide solution that breaks down silos and provides unprecedented visibility into customer interactions."

Transformative Results: Beyond Traditional Sales Metrics

The impact of Attention was immediate and profound. Within weeks, HorizonIQ saw remarkable improvements:

1. Productivity Breakthrough

• Recap email sending increased from 50% to 95-99% consistency
• Sales reps can focus on listening to customers instead of taking notes
• Automated transcription and summary features save significant time
• Internal meetings are now recorded with CS team sending recaps with next steps and to do items thus keeping everyone on track to ensure all  items discussed are completed

2. Enhanced Coaching and Performance

Marisa gained unprecedented insights into her team's performance:

• Ability to review calls she couldn't attend in person
• Detailed scorecards tracking critical sales process elements
• Identified skill gaps and implemented targeted training programs

3. Cross-Functional Collaboration

Attention became more than a sales tool:

• Marketing team analyzes customer call insights for product roadmap planning
• Project management uses the platform for internal call tracking
• Potential implementation for support team communication

4. Tangible Business Impact

• One sales rep closed more renewals in a single month than ever before
• More accurate CRM data
• Improved opportunity management and customer understanding

One remarkable outcome was a significant boost in team performance. A single sales representative closed more renewals in one month than ever before in her career—a testament to the improved organization and insights provided by Attention.

A Culture of Continuous Improvement

Attention didn't just provide a technological solution—it sparked a cultural transformation. By making call insights accessible and actionable, the platform encouraged a more transparent, data-driven approach to sales.

"We're now getting 'back to basics' in our sales approach," Marisa explains. "Attention has given us the tools to truly understand our customers and deliver exceptional value."

The Attention Advantage: Why HorizonIQ Recommends the Platform

Marisa's advice to other sales leaders is unequivocal:

"If you're not recording your calls, you 100% need to start using Attention. It's not just a sales tool—it's a comprehensive insights platform."

Key recommendations include:

• Leverage AI for call insights and recaps
• Use personalized templates for different call types
• Implement cross-functional insights sharing
• Focus on continuous improvement through call analysis

Looking Forward: A Culture of Continuous Improvement

For HorizonIQ, Attention represents more than a software solution—it's a catalyst for organizational transformation. By providing visibility, enhancing communication, and driving data-driven decisions, the platform has become an integral part of their sales strategy.

"Attention has helped us get back to the basics of great selling," Marisa reflects. "It's not just about closing deals, but about truly understanding and serving our customers."

Ready to Transform Your Sales Approach?

If HorizonIQ's success story resonates with you, it might be time to explore how Attention can revolutionize your sales organization. Our platform is designed to help teams work smarter, communicate more effectively, and drive meaningful business results.

Book a Demo with an Attention Expert

Disclaimer: Results may vary. Individual experiences and outcomes can differ based on organizational structure, sales processes, and implementation