Quantum Workplace is an employee engagement software provider that captures crucial employee data for clients. It was the company's own survey data, however, that shed light on crucial gaps in its sales onboarding experience. Leadership discovered that employees were concluding their onboarding with a final demo test of the software, yet they still had a limited understanding of either the product or the HR executives buying the software. That gap was causing call reluctance and wasted time on buyers who were not a fit for the product.