How Zoom Revenue Accelerator helps Barracuda close 15% more deals

As a global leader in security, networking, and storage solutions, Barracuda supports thousands of businesses worldwide. Operating in a high-velocity environment, its sales team is constantly evolving to work smarter, move faster, and deliver more value at every touchpoint.

Tedious and manual workflows hindered their ability to do their best work and hit ambitious targets. To address these challenges, Barracuda adopted Zoom Revenue Accelerator (ZRA), our AI-first conversational intelligence solution. Built into the trusted Zoom platform, ZRA has been designed to help sales, support, and success teams work better together, coach in real time, and make smarter, data-driven decisions that help move business forward.

Having seen how Zoom had left its mark on the rest of the Barracuda business (particularly Zoom Workplace, Contact Center, and Events solutions), Lead Development Director, Eugene Good, and New Business Manager, Jensen Hammill, saw an opportunity to amplify their sales conversations. As heavy Zoom Phone users, they added Zoom Revenue Accelerator to pull deeper insights, revamp coaching, and boost rep performance. When combined Zoom Phone and ZRA deliver a powerful punch that helps the team deliver a more personalized experience and close more deals.

Another value of extending the capabilities of the familiar Zoom platform to the sales team are the cost savings and simplicity that comes with consolidation. With one reliable vendor for all communications, operations costs as a whole come down and IT has a far easier job managing the tech stack. 

Game-changing time-savings on manual tasks

Before implementing Zoom Revenue Accelerator, Barracuda identified hours of time-consuming busy work that were hindering productivity. Manual note-taking and follow-ups kept the sales team from more valuable tasks, such as developing salespitches and strategic plans. Lead development reps were spending significant time on manual note-taking—often more than two hours daily—taking time away from strategic selling activities.

Because of this manual process, the team ran into data hygiene issues. Due to manual processes, capturing structured CRM data from Salesforce was challenging, limiting forecasting and insights.

Fast-forward to today and Barracuda has found that ZRA’s automation capabilities and Salesforce integration are saving every rep an estimated over two hours per day. It takes the heavy lifting of manual tasks by using AI to automate the note-taking and follow-up process. With detailed call records and actionable summaries synced directly to Salesforce, reps are able to reduce documentation time from 15 minutes per call to just 2–5 minutes. This equates to a 76% reduction in documentation time overall.

The surplus time is now spent building key deals, translating directly into better sales results: the team has seen approximately a 10-15% boost in their close rates. Plus, all reps are exceeding 100% of their targets, with some achieving 120–140%. 

To top it off, the Barracuda team’s lead-to-opportunity conversion rate increased by 5% in just 90 days, demonstrating the new streamlined processes and improved rep efficiency, with the help of ZRA. 

Valuable insights optimize sales conversations 

Before ZRA, Barracuda’s sales managers had limited visibility into calls, relying primarily on rep input without recordings or detailed insights. Analyzing call quality and forecasting accurately was a constant struggle. Today, with ZRA, reps consistently record calls, capture key insights, and log follow-ups, which means cleaner Salesforce data and sharper forecasts. The team now operates with clarity, not guesswork.

The team is also having fun with the new insights they’re unlocking with ZRA. By analyzing patterns like pacing, clarity, and filler word usage, they turned coaching into a friendly competition, setting team-wide goals to reduce filler words and gamifying the process.

The result? A 20% reduction in filler words across sales conversations. That seemingly small shift has led to more confident, articulate reps who are now building stronger connections with prospects. With fresh visibility into communication habits, the team continues to spot new areas for improvement and refine conversations that drive better conversations and close more deals.

Revamped coaching with all the team on one platform

Coaching was once arduous for Barracuda’s sales managers. They relied on live call listening for feedback, making it hard to respond in the moment or scale best practices, especially when onboarding new reps. The result: slow ramp times and inconsistent performance.

Barracuda’s sales managers now have a 360 behind-the-scenes view of customer interactions. They can review calls asynchronously, focus on key moments, and provide targeted coaching instead of listening in on every call. And because ZRA is built on the trusted Zoom platform with seamless Calendar, Meeting, and Phone integration, it’s easy for managers to jump in live or follow up after the call. 

The team shares the coaching load, with reps taking more accountability. ZRA has helped the team build a new sales enablement process to support them in getting regular feedback from peers and managers. As Eugene shares “We’ve asked the team to bring a call for a call review, and then we all listen to it and provide a trainer perspective, a management perspective, and a peer perspective.” Reps are encouraged to revisit their recorded calls and improve independently, creating a culture of continuous learning. 

The team also repurposes these learnings into highlight clips and curated playlists to provide new hires with sales playbooks, resulting in faster ramp-up times. 

Onwards and upwards with ZRA

Zoom Revenue Accelerator has been a paradigm shift, tackling Barracuda’s challenges by automating key processes, enabling enhanced training, and providing valuable insights through AI-driven analytics. With the ability to automate routine tasks and gain deeper insights, the team is reaching new heights in target attainment, coaching, and culture. 

ZRA has helped Barracuda achieve and exceed its business objectives and opened the door to lots of future potential. Looking ahead, Barracuda plans to expand the use of ZRA’s analytics further and develop more personalized coaching initiatives through curated playlists and advanced scorecards. Watch this space!