Customer story

Checkr turned 130 advocates into $5.9M of influenced revenue.

Sarah Howell · Senior Customer Marketing Manager, Advocacy, Checkr

AT A GLANCE · CHECKR · Industry · Background checks · Replaced

A legacy advocacy platform

Advocates · 130 · Win rate · ~2x advocate-backed

01 · BEFORE

Advocacy ran in a separate legacy platform, outside the Salesforce org where Checkr's deals actually closed. The program worked, but it never connected to revenue.

02 · WHAT THEY DID

Checkr moved the program onto Salesforce records. Reps request references from the opportunity, advocates carry caps and cooldowns, and influence lands in the same reports as pipeline.

03 · RESULTS · NAMED, SOURCED · CHECKR

$1.78M influenced revenue in H1 2025

$5.9M influenced revenue since 2023

~2x win rate on advocate-backed deals

50%+ time saved running the program

04 · IN THEIR WORDS

We really needed a tool to automate advocate request, fulfillment, and tracking processes, and Orca has done exactly that. The main value of Orca for me is the amount of time that I have been able to save, tracking, and fulfilling reference requests for our sales team.

Sarah Howell, Senior Customer Marketing Manager, Advocacy, Checkr

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Workiva had 1,100 advocates on file and had used roughly 1 in 10. Now a rep's reference request is filled in 1.9 days.

John Scallon · Director of Customer Success, Workiva

AT A GLANCE · WORKIVA · Industry · Financial reporting · The list · ~1,100 advocates · Ever used · ~1 in 10 · Now

1.9 days, request to reference

Roughly one in ten of 1,100 advocates had ever been used. Not because they were unwilling. Because every request started with an email chain (fifteen messages before anyone knew the rep needed someone in oil and gas) and ended with a person eyeballing a spreadsheet, guessing who fit, who had already been asked and who was being burned out.

The 1,100 became Salesforce records with entitlement, usage and willingness tracked separately. Reps request from the opportunity; Echo, Orca's Customer Intelligence Agent, returns ranked candidates who are qualified, available and rested.

03 · RESULTS · NAMED, SOURCED · WORKIVA · 1.9 days

from request to reference, down from over a week

$3.44M influenced in the first quarter after launch, against an $11M annualized goal

77 requests fulfilled that quarter

239 new advocates added in the same quarter

Orca has transformed how we manage references. What used to take over a week now happens in a day, and we're just getting started.

John Scallon, Director of Customer Success, Workiva

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Vanta hit 194% of its influenced-revenue goal with 200+ reps serving themselves.

Ayleen Beltran · Director, Customer Advocacy, Vanta

AT A GLANCE · VANTA · Industry · Security & compliance · Replaced · Two legacy platforms · Goal · $1.75M influenced · Delivered · $3.4M · 194%

The program ran across two legacy platforms, one for references and one for rewards, and neither was where Vanta's revenue team actually worked.

Vanta consolidated onto Orca inside Salesforce and opened self-serve to the field: 200+ reps request references directly from their opportunities.

03 · RESULTS · NAMED, SOURCED · VANTA

$3.4M influenced revenue against a $1.75M goal

194% · of goal

200+ reps self-serving references

Salesforce told our reps a customer bought FedRAMP. It told us nothing about whether they used it, and sending an unengaged customer into a reference call is a risk. We typically hit our annual influenced-revenue goal by the midpoint of the year now.

Ayleen Beltran, Director, Customer Advocacy, Vanta

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BMC replaced three tools, and renewed without asking for a single change.

Brittany Mullen · Senior Director, Customer Advocacy & Engagement, BMC

AT A GLANCE · BMC · Industry · Enterprise software · Replaced · Three legacy tools · Dashboards · live in weeks · At renewal · zero change requests

The program lived across a legacy advocacy platform, a project tracker and a stack of spreadsheets: three places for one process.

BMC consolidated advocacy onto Salesforce records and had native dashboards running within weeks of rollout.

03 · RESULTS · NAMED, SOURCED · BMC · 3 tools

replaced with records in the org they already ran

0 change requests at renewal

It's perfect the way it is.

Brittany Mullen, Senior Director, Customer Advocacy & Engagement, BMC · at renewal

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