Tracker Increased Average Deal Value by 30% and Expanded Into Larger Staffing Firms With Onboarded

Overview

Tracker is a leading staffing industry platform, historically focused on front and middle office functionality (CRM, automation, and basic onboarding). They white-labeled Onboarded to transform Tracker into a true front-to-backend solution offering full-suite onboarding to their staffing customers. This shift has expanded Tracker’s addressable market, increased average deal size by 30%, and significantly improved candidate onboarding outcomes for its customers.

The Challenge

Before partnering with Onboarded, Tracker’s onboarding capabilities were a bottleneck for growth:

• Limited onboarding tooling
  
  • Basic form builder with constrained field mapping
  • Native e-signature that supported only one signature (no multi-sign workflows)
  • Minimal compliance capabilities for enterprise staffing companies needed
• High candidate drop-off rates during onboarding
  
  • Candidates navigated multiple systems to complete onboarding
  • Recruiters were manually entering data in multiple places
• Marketing and sales constraints
  
  • Tracker’s team actively avoided talking about:
    
    • Candidate portal capabilities
    • Payroll and background check integrations
    • Compliance and tax workflows
  • Prospects who required payroll or strong compliance were quickly disqualified
  • Complex staffing firms that expected robust onboarding and compliance were not part of Tracker’s total addressable market

Complex staffing customers expect their ATS/CRM to handle far more than applicant tracking. Tracker needed a way to expand its capabilities without building a full compliance and onboarding engine from scratch.

The Solution

Tracker partnered with Onboarded and fully embedded it as a white-labeled product called Onboarding+:

• Product integration
  
  • Deep integration ensures all candidate data and documents write back into Tracker while resembling a native candidate experience
  • Role-based permissions allow only specific internal users to see sensitive data (ie: SSNs)
  • Customers configure their onboarding, then run day-to-day workflows from within Tracker
• Compliance engine as a differentiator
  
  • Automated compliance at local, state, and federal levels
  • Automatically determines if a candidate qualifies for a given role
  • If a candidate doesn’t qualify for Role A, they can be automatically redirected or considered for Role B
  • Dramatically reduces manual shortlist review time and risk of non-compliant placements
  • Onboarded’s Compliance Library handles the needs of complex customers with ease
• Expanded ecosystem
  
  • Access to Onboarded’s growing marketplace of integrations (ie: background checks and payroll)
  • Joint ecosystem: Tracker’s partnerships plus Onboarded’s integrations
  • Enables Tracker to open up their total addressable market to prospects who need specific partners connected
• Go-to-market execution
  
  • Positioned as Onboarding+
  • Full new-product launch motion:
    
    • Sales and CS enablement and training
    • Sales support on complex deals
    • New web pages and decks
    • Product videos and collateral
  • Messaging shift: from “front/middle office ATS” to “front-to-backend solution for staffing”

The Results

Business Growth

• Average deal value up 30%. Comparing 2024 to 2025, Tracker’s average deal value increased by approximately 30%, with the addition of Onboarding+.
• ARR uplift. Tracker's Annual Recurring Revenue (ARR) is now 30% higher, a direct result of the platform's ability to support larger, more complex deals.
• Larger Customers, Bigger Market Opportunity. Average user count per deal has grown by more than 50%, opening the door to larger, more complex staffing firms that previously would have been out of scope.

Andy Jones, CEO of Tracker said, "Partnering to white label onboarding capabilities was a strategic inflection point for Tracker. When we evaluated the classic 'build vs. partner' decision, the answer was clear: white labeling let us immediately expand our TAM and strengthen our competitive position without diverting engineering resources from our core platform.

This partnership delivers on our front-to-back vision, giving agencies a complete solution from candidate sourcing through onboarding and beyond. And we've unlocked a powerful integration ecosystem: our customers benefit from all the integrations our partner builds, plus what's being developed for our OpenAPI and our strategic priorities. We're delivering more value faster."

‍Product & Customer Outcomes

• Fill rates “skyrocketed” after Onboarded went live
  
  • Candidates now complete entire onboarding packets in a single, streamlined experience
  • All signed documentation is centralized and accessible inside Tracker
• Speed to placement
  
  • With streamlined forms and automated compliance, staffing firms can place candidates in as little as 30 minutes
• Reduced drop-off and manual work
  
  • Candidates no longer navigate multiple systems
  • Recruiters no longer re-enter data across multiple tools
  • Candidate fit is automatically refined based on compliance and job

Partnership & Internal Impact

• Embedded team, not just a vendor. Onboarded operates as an extension of the Tracker team:
  
  • Uses Tracker email addresses
  • Joins internal calls
  • Partners directly with each sales rep on deals
• Stronger story for marketing and sales
  
  • Tracker can now confidently market:
    
    • A functional and valuable candidate portal
    • Robust compliance workflows
    • Broader background check and payroll integration options
    • A true front-to-backend staffing platform
  • Sales is equipped with a stronger narrative and a high-value add-on in nearly every deal.
• Upsell potential
  
  • Onboarding+ is a separate SKU, providing a structured upsell path into the existing base
  • Under a new CRO, Tracker is shifting its CS mindset from “maintain status quo” to “drive expansion,” with Onboarding+ as a key lever

Why it Matters

By embedding Onboarded as Onboarding+, Tracker has transformed its product, market position, and growth trajectory:

• Turned a basic, limiting onboarding feature set into a best-in-class compliance and onboarding engine
• Expanded into larger, more complex staffing firms and increased average deal value by 30%
• Dramatically improved candidate onboarding outcomes, fill rates, and speed to placement
• Equipped marketing and sales with a compelling, end-to-end story and a high-impact upsell motion
• Built a strategic partnership where Onboarded functions as a true extension of Tracker’s own team