Cvent Selects Outdoo for Sales Coaching, Rolls Out to 300 Users
Cvent makes event management software for enterprise customers, covering venue sourcing, event registration, attendee engagement, and hotel room block management. Its sales team operates across multiple regions and languages.
Located
Global
Industry
SaaS
30+
300
1st
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Book a DemoCvent is one of the largest event management software companies in the world, serving enterprise customers across industries with tools for venue sourcing, registration, and attendee engagement.
With a geographically distributed sales force operating in English, Spanish, and Italian, Cvent's enablement team needed structured, repeatable practice that worked across all three languages without compromising quality for any of them.
The Challenge
Cvent's sales team conducts conversations in English, Spanish, and Italian. Representatives in Latin America and Southern Europe needed the same quality of structured practice as their North American colleagues, not a watered-down localized version of English content that didn't fit their actual buyer conversations.
The enablement team was running a formal vendor evaluation with specific requirements: multilingual agents that didn't degrade in quality, a platform that could scale to 300 users, and a vendor team willing to work through configuration and iteration during the pilot rather than hand over a product and disappear. Getting this wrong meant rebuilding the evaluation from scratch and delaying a rollout the team had already committed to.
A failed evaluation also carried a direct cost. The team had already invested time in building a pilot framework, recruiting participants, and setting criteria. Choosing a vendor that required rebuilding the agent library for each language would have turned a one-time evaluation into an ongoing operational burden.
The Solution
Multilingual agents built around real enterprise buyer profiles
Cvent configured Outdoo agents with personas modeled on their actual buyers: procurement leads, event managers, and operations directors at enterprise accounts. The pilot covered pre-sales conversations including discovery calls, objection handling, and competitive positioning scenarios.
Scorecards were built around specific behaviors the enablement team wanted to reinforce: asking qualifying questions, articulating value against competitors, and maintaining conversation structure. The same scorecard framework applied across all three language groups, so pilot results were directly comparable regardless of the language a participant practiced in.
“What made the difference was that the Spanish and Italian agents were actually good. We were not asking our non-English reps to accept a lower-quality practice experience just because their language was not English.”
Pilot scorecard data that justified the 300-user rollout
After the pilot, Cvent's team had a call-by-call view of how each participant's performance changed across 30 roleplays. Representatives who entered with inconsistent objection handling became noticeably more structured by the end, and the scorecards tracked that change in specific behavioral terms.
That data gave the enablement team something concrete to bring to leadership. The 300-user rollout extends the same model across regional teams, with managers in different geographies comparing team-level performance using the same scorecard criteria.
“The scorecard data from the pilot gave us something concrete to show leadership. We could point to specific competencies and show improvement across the series.That made the rollout decision straightforward.”
Consistent coaching data for managers across regions and languages
At 300 users across multiple regions, coaching can't depend on a manager sitting with each rep after every call. Outdoo gives regional managers visibility into team-level performance trends using scorecard data that's directly comparable across language groups, something they previously had to piece together from anecdotal feedback.
New hires now have a structured ramp path that includes documented roleplay practice in their working language before their first live quota period. Managers get a starting baseline for each new hire and a consistent way to track development over time.
“For our managers in Latin America and Southern Europe, having coaching data in the same format as their colleagues in North America changes how they can participate in global enablement conversations. Everyone is working from the same framework.”
The Impact
The nine-person pilot produced measurable improvement in objection handling across 30 roleplays per participant, and Outdoo's performance in Spanish and Italian gave Cvent a clear, documented reason to choose it over Second Nature. The rollout to 300 users carries the same agent and scorecard infrastructure across every regional team without rebuilding anything for each language.
Measurable objection handling improvement across the pilot cohort
Participants who entered the evaluation with inconsistent objection handling showed specific, scorecard-documented improvement by the end of the 30-roleplay series. The enablement team had evidence of impact before the broader rollout, not after.
Outdoo chosen over Second Nature in direct multilingual evaluation
Outdoo outperformed Second Nature in a head-to-head pilot, with the quality of Spanish and Italian agents as the primary differentiating factor. Cvent had a documented basis for the decision it could share with internal stakeholders.
300-user rollout designed to shorten new hire ramp across regions
With 300 users now practicing in their working languages against region-specific buyer personas, the rollout addresses a problem inconsistent training had left unsolved: new hires in different regions reaching reliable performance at different rates. Managers across geographies now work from the same framework.
