Kaia at the Core: How WithMe Turned Cold Calls into 70% of Its Pipeline

WithMe delivers technology-powered amenities to the multifamily industry, and its revenue engine runs on Kaia, Outreach's AI-powered conversational intelligence and knowledge assistant. 

For Ariane Hatfield, Director of Business Development at WithMe, Kaia has become non-negotiable infrastructure for scaling the team, sharpening execution, and expanding into new markets.

"I can't live without it. I can't build without it. I can't go up market without it."
— Ariane Hatfield, Director of Business Development, WithMe

Kaia in Action: Unified Intelligence Across the Revenue Organization

Kaia is embedded across WithMe's entire go-to-market motion, equally essential to the BDR team prospecting new business and the account executives closing it. For Hatfield, that consistency extends into leadership: she leverages Kaia in one-on-one meetings to drive targeted coaching, and across live deal cycles to keep cross-functional collaboration tight from first touch to close, preventing deals from stalling in the pipeline.

That same intelligence powers WithMe's approach to forecasting. By translating rep-level activity into clear, quota backed targets, the team can consistently plan toward monthly and quarterly numbers while continuing to nurture the relationships already in motion.

"I use it during my one-on-ones to double down on the enablement my team needs, and for collaboration across every deal, from open to close."
— Ariane Hatfield, Director of Business Development, WithMe

The Results: 70% of Pipeline Sourced from Cold Outreach, in Just 3 Touches

Since adopting Outreach, WithMe has replaced guesswork with granular pipeline intelligence, surfacing exactly how many calls it takes to book a meeting, how quickly meetings convert to opportunities, and which channels are actually driving revenue, whether email, cold calling, or social selling.

For a team built on outbound velocity, that visibility has been transformative. Cold calling now drives the majority of WithMe's pipeline, and it takes only a handful of attempts to convert that outreach into momentum.

"About sixty-eight to seventy-two percent of our pipeline comes from cold calls, and it only takes us three attempts to start building that pipeline."
— Ariane Hatfield, Director of Business Development, WithMe

This level of precision has reshaped how WithMe manages territory, giving leadership a clear read on market penetration and creating a ripple effect that extends across the entire revenue organization, from frontline reps to executive strategy.