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How Ping Identity uses Backstory

6 months

To unify two separate GTM orgs into one

As published on backstory.ai. Captured by usedby on Oct 7, 2026.

What happened

Ping Identity used Backstory to standardize its merged sales organizations on one qualification methodology (MEDDPICC) using Opportunity Scorecards in deal reviews and pipeline reviews. Sellers also use Relationship Maps to track stakeholders in complex enterprise buying groups.

Summary written by usedby from the source page, in English. The figures are those of Backstory and Ping Identity, not ours.

  • 50%“Performance data showed 50% higher Backstory usage among top performers vs. low performers”
  • 100%“100% of President's Club AEs had high Backstory utilization and larger average deal sizes”

Merging two sales teams is described, accurately, as a monstrous task. Doing it in six months - with full methodology alignment, consistent pipeline data, and a team that actually uses the process - is the outcome Ping Identity delivered.

From the page. backstory.ai, captured Oct 7, 2026

This transition was 100% smoother and easier thanks to Backstory's partnership.

Spencer Hodson, VICE PRESIDENT OF GLOBAL SALES OPERATIONS AND DEVELOPMENT, Ping Identity. Source, captured Oct 7, 2026

What the story claims, and what we checked

We compared the story with its live page on Oct 7, 2026.

  • The figure: 6 monthsCheckedThe figure is on the page; its label is our wording.
  • The passage quoted aboveCheckedCopied word for word from the page, near the name of Ping Identity.
  • Ping Identity uses BackstoryCheckedConfirmed line. Latest check across sources: Oct 7, 2026.
  • The result itselfNot checkedWe quote it; we did not measure it.

Same company, same tool or same industry.

89 hours“saving 89 hours every month”Ping Identity uses Hiver. Another tool at Ping Identity75-85%“Manual data entry time reduced by 75-85%”AMD uses Backstory. Another customer of Backstory1,000+Seller hours saved per yearFive9 uses Backstory. Another customer of Backstory