Matter grows average deal size by 67% with Finch

Moving upmarket: ‘It’s all about the automation’

Brett founded Matter in 2017 when he noticed that companies that used a top-down approach to implementing new HR software often ended up with low engagement and poor outcomes. Matter takes a bottom-up approach instead — it’s often employees that begin engaging with the app, leading to a rapid spread across teams that catches the C-suite’s attention and ultimately their buy-in. 

Fully embedded in Slack and Teams, Matter encourages employees to praise their peers, recognizes milestones like birthdays and work anniversaries through its Kudos and Celebrations features, and allows employers to run surveys through the messaging platforms their employees already use. Engagement is rewarded with Matter Coins that can be exchanged for gift cards.

In the wake of the pandemic, as business leaders struggled to improve company culture and productivity from a distance, Matter began garnering more and more interest from larger companies — many with multiple thousands of employees. That’s when Matter turned to Finch: HR integrations allow Matter to pull company census data to automate recognition for birthdays and work anniversaries, which becomes increasingly important with larger teams. 

“Matter is about making people feel amazing, because when you feel amazing, you do better work,” Brett said. “This is mission critical. We don't want these larger companies to rely on an operations person to upload a file every single day, because you're going to miss things.”

Introducing a competitive differentiator: Matter Analytics

Once Matter introduced HR integrations, it became easier to onboard enterprise clients; but the needs of these large-scale companies began adding up quickly with requests for data insights and more customization.

Last year, Matter introduced its Advanced Analytics feature, which pairs demographic data from employers’ HR systems with the survey results they collect through Matter. These insights let organizations segment trends across demographic data including geographies, roles, and teams to answer questions about employee performance and sentiment and to identify which groups are succeeding versus those that could use more support. 

“Finch helped us land these larger customers that had more demanding needs — so many more employees, so many more organizational requirements,” Brett said. “That’s when we started pulling in demographic data with Finch, and now we have the most advanced analytics product in the entire recognition space.”

"We started pulling in demographic data with Finch, and now we have the most advanced analytics product in the entire recognition space."

Since introducing integrations, Matter’s average deal size has grown by over 67%. Brett attributes much of that success to the Analytics feature, which was specifically called out as a major deciding factor in 7 of the last 10 enterprise deals Matter has closed. 

Getting to market faster with Finch

When he decided to look into an integration partner, Brett evaluated two companies — Finch and a competitor. While both options suited Matter’s use case, Brett ultimately decided on Finch for its breadth of supported systems and ongoing operational support.

Using a connectivity platform like Finch allowed Matter to bring its new features to market much faster, bypassing the time and effort it would have taken his team to form partnerships, build the API connections, and continuously monitor and maintain the integrations.

“We could have built the integrations, but it would have taken a lot of time,” Brett said. “And with regular maintenance, there's a big, ongoing tax to doing it yourself. We don't want to build anything that's not our core IP so it made sense to partner.”

By working with Finch, Matter was able to unlock access to hundreds of HR systems through a single integration.

“With one integration, you can immediately sell your support for this HRIS or that HRIS — that literally closes deals,” Brett added. “This partnership will enable Matter to continue to move up market until we're basically at the ceiling.”