# How Ping Identity uses Backstory

**6 months** To unify two separate GTM orgs into one

As published on [backstory.ai](https://www.backstory.ai/case-studies/ping-identity). Captured by usedby on 2026-10-07.

- Company: [Ping Identity](https://www.usedby.ai/companies/ping-identity.md)
- Tool: [Backstory](https://www.usedby.ai/tools/backstory.md)
- Industry: [Cybersecurity](https://www.usedby.ai/companies/industry/cybersecurity.md)
- Teams: Sales, Sales Operations

## What the story says

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.

> 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.

- **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”

> This transition was 100% smoother and easier thanks to Backstory's partnership.
>
> Spencer Hodson, VICE PRESIDENT OF GLOBAL SALES OPERATIONS AND DEVELOPMENT

## What usedby checked

We compared the story with its live page on 2026-10-07.

- Checked: the figure 6 months is on the page; its label is our wording.
- Checked: the passage quoted above is copied word for word from the page, near the name of Ping Identity.
- Checked: Ping Identity uses Backstory. Confirmed line. Latest check across sources: 2026-10-07.
- Not checked: the result itself. We quote it; we did not measure it.

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Source: https://www.usedby.ai/case-studies/ping-identity-backstory · How we check: https://www.usedby.ai/methodology