Vagaro boosted conversions 70% and quota attainment 400% with Revenue.io

Key Highlights

• 70% increase in customer sign-ups over a 6-month period
  
• Time to first call reduced from 48 hours to 3.5 minutes
  
• Conversion rates on incomplete trials rose from under 10% to over 17%
  
• 400% improvement in sales team quota attainment
  
• 2+ hours saved per week by eliminating manual upsell verification
  
• Improved morale across the sales floor

The Challenges

Vagaro encountered two significant challenges impacting sales performance:

Low conversion rates on incomplete trial sign-ups: 

Conversions were maxing out around 10%. Sales reps deprioritized these leads, and time to first call ballooned to 48 hours, despite the goal of engaging prospects while they were still on the website.

Manual upsell verification: 

Sales managers had to manually review call recordings to determine whether reps had discussed upsell opportunities like online shopping carts or merchant services, in order to credit reps for influencing customer sign-ups.

The Solutions

Optimizing Incomplete Trial Conversion:

Liam replaced the round robin lead distribution model with a simulring using Revenue.io’s Hot Leads. This ensured sales reps prioritized these leads in real time as they were alerted in ringDNA.

The Result: This change cut the time to first call from 48 hours to just 3.5 minutes for the top-performing rep.

“Removing the waterfall effect and replacing with the simulring ring and having this directly go into the dialer changed the perspective of the team that these leads were more valuable and now they’re converting at about approximately seventeen percent.” — Liam Cassidy, Director of SMB Sales at Vagaro

He also leveraged Guided Selling and Conversation AI with Live Call Coaching to refine sales messaging. Rather than booking demos, reps were coached to say:

“Can I help you finish your sign-up?” A message aligned with buyer intent and was more effective at converting.

To streamline upsell attribution:

Liam partnered with the Revenue.io team to implement Conversation AI’s keyword tracking and conversation summaries. This enabled Vagaro to track mentions of upsell opportunities directly in Salesforce.

By connecting this data to Power BI, they were able to match calls to sign-ups and automatically credit reps for their upsell influence, eliminating the need for manual reviews.

“Revenue.io’s integration with Salesforce lets us automatically credit reps for upsell conversations. This eliminated manual call reviews, significantly boosted morale, and created a culture of accountability and motivation,” said Liam.

The Results

70% increase in customer sign-ups over a 6-month span

• Incomplete trial conversion rates improved from under 10% to over 22%
• For leads contacted within 15 minutes, conversion reached 24%
• Led to 225 additional account sign-ups, or ~38 more per month

400% improvement in sales team quota attainment

• 66% of reps hit quota monthly, up from 25%

2+ hours saved per week by eliminating manual upsell verification

• Sales managers no longer needed to comb through call recordings
• Reps received timely and accurate credit for influencing sign-ups

Improved morale across the sales floor as a direct result of better recognition of rep contributions

“Before these changes, the team doubted they could hit quota. Now, with Revenue.io’s clear insights and improved processes, 8 out of 12 reps consistently achieve their quotas monthly, compared to only 2 or 3 previously,” said Liam Cassidy.

Why Revenue.io?

When Liam Cassidy returned to lead SMB Sales at Vagaro, he faced a clear challenge: increase conversions from incomplete trial sign-ups and rebuild trust in the sales process. Reps were deprioritizing high-intent leads, time to first call was slipping, and manual tasks were slowing everything down.

Vagaro partnered with Revenue.io to modernize how the team worked. With features like Hot Leads, Guided Selling, Conversation AI, and real-time coaching, the platform helped automate lead delivery, sharpen sales messaging, and give managers deeper visibility into performance.

From faster follow-up to smarter conversations, Revenue.io became the trusted partner of a more efficient, motivated, and high-converting sales team.