CarGurus Transforms Dealer Reporting with Rollstack

The Challenge: Data trapped in Looker hindered client reporting

The account management team at CarGurus, a leading two-sided marketplace connecting consumers and car dealers, faced a critical data bottleneck that hurt client relationships. Despite having a wealth of data in BI tools like Looker, getting insights into branded decks for all of their 30K+ dealer partners was a painful, manual process.

‍

The AM team, who manages hundreds of accounts each, was spending massive amounts of time copying and screenshotting data into tailored presentations for critical Quarterly Business Reviews (QBRs) and monthly performance reports for each account. This manual effort was:

• Time-consuming: AMs spent approximately 30% to 40% of their overall time on recurring back office work such as pulling reports for monthly performance reviews.
• Prone to inconsistency: If an AM had a busy week, the depth of analysis and quality of takeaways provided to the dealers often suffered.
• Difficult to scale: Inflexible systems and a reliance on PDFs made it difficult to support required ad hoc reports for specific, larger dealers.

The Solution: Customer QBRs at scale with Rollstack

CarGurus sought a solution that could connect their Looker dashboards directly to their dealer-facing reports. Rollstack was the only solution that could ensure valuable insights reached each dealer consistently and on brand.

‍

CarGurus was up and running with Rollstack in 2 weeks. Rollstack connects directly to CarGurus’ Looker instance, allowing the teams to deliver:

• One-Click Report Generation: AMs could automatically generate recurring reports, simply by entering a client ID, which loads all the relevant metrics and data into a polished deck.
• Guided Storytelling: With Rollstack, the team now starts with a comprehensive set of automated slides and simply removes unnecessary content to ensure every dealer conversation is focused and valuable.
• Easy Ad Hoc Insights: Teams can easily create decks with smaller, modular data visualizations that enable AMs to change filters, and pull different data so they can quickly solve less frequent or specific dealer problems independently.

The Impact: Tailored reporting for every dealer

Rollstack delivered substantial efficiency gains, a massive saving of team time, and most importantly, a strategic transformation of the AM role.

• 9x increase in reporting: The streamlined process led to a 9X increase in reporting volume over the course of a year, with the team now generating almost 3,000 automated slides every quarter.
• Massive Efficiency: Rollstack saves 30% to 40% of team time that was previously allocated to manual recurring reporting. The team is now able to reallocate those hours to high-value customer engagement.
• Trusted Advisor Role: The team successfully flipped the 80/20 time ratio (80% prep, 20% strategy). Account Managers now spend dramatically less time compiling data and significantly more time building narratives, providing actionable analysis, and delivering the crucial "next steps" to their dealer partners.

CarGurus’ experience proves that automating repeat and scaled reporting transforms the AM role from data compiler to a trusted advisor, ensuring every customer conversation moves the business forward.