Customer stories

Everpure, formerly known as Pure Storage, delivers the Enterprise Data Cloud, an advanced data platform that stores, manages, and protects enterprise data at scale. As the company evolves from a storage hardware provider into a full data management platform for the AI era, its go-to-market motion is evolving too, expanding beyond traditional hardware buyers into new, software-driven personas. 

For Zachary Myers, Enablement Program Manager supporting Everpure's SDR and Territory Account Executive teams, Outreach has become the backbone of that transformation.

The Challenge: Slow Rep Onboarding & Manual Coaching Overhead

Before Outreach, scaling and onboarding new reps was far more difficult. Implementation was clunky and made it harder for new and current reps alike to build sequences and develop their skills. Conversation intelligence was absent—finding what went wrong on a call meant combing through recordings one at a time, a slow, reactive process for Myers and his managers.

This manual coaching process didn't scale. Enablement managers couldn't replicate top performer behaviors across the entire SDR and AE team without investing significant time in each rep. As Everpure expanded into new software-driven personas, the challenge intensified: reps needed tailored messaging and talk tracks for different buyer roles, but creating personalized content for each persona manually was unsustainable.

The Solution: Conversation Intelligence + AI-Powered Coaching

With Outreach, Everpure's reps gained a clear, consistent system for prospecting and coaching. Enablement teams could now review calls with Kaia™ conversation intelligence to identify coaching moments, and use AI personalization to generate sharp talk tracks for different personas.

Kaia™ Transforms Coaching: From Manual to Automated Insights

Kaia™ transformed how Myers coaches his team, replacing guesswork with real data on talk time and conversation dynamics. Automated coaching now gives every seller immediate feedback on their calls, with no waiting on their manager. Instead of reviewing dozens of calls a day by instinct, Kaia™ surfaces the exact moments that matter—where reps should step back and let the prospect talk, or step up and lead the conversation.

"Reps make 50 calls a day, and Kaia lets us review what they're doing well and where they can improve. It shows the percentage of talk time and helps decide where a rep should step back and let the prospect talk, or step up and lead the conversation. It's been a fantastic tool for individualized coaching." — Zachary Myers, Enablement Program Manager, Everpure

AI Personalization: Helping SDRs Reach Multiple Personas at Scale

As Everpure's business expands into new personas, AI has become central to personalizing outreach at scale. SDRs no longer need to manually craft different emails and talk tracks for data managers, IT directors, and C-level buyers. AI personalization generates sharper, role-specific content tailored to what each prospect actually cares about—helping SDRs cut through the noise of juggling multiple titles and buying committee members.

Scaling Sales Enablement Through Automation

Instead of enablement managers spending hours reviewing each rep's calls, Kaia™ provides automated feedback to every rep simultaneously—scaling coaching expertise across the entire SDR and AE team. This automated enablement removes the bottleneck of having one or two managers try to coach dozens of reps, making it possible for best practices from top performers to reach every new hire immediately.

The Measurable Results: Ramp Time, Pipeline Velocity & Enablement ROI

The clearest impact shows up in ramp time—the most critical sales enablement metric. What used to take new reps three months to reach full productivity now takes as little as three weeks, powered by the ability to take what top performers are doing on calls and mirror those best practices for every new hire.

75% Faster Rep Ramp: From 3 Months to as Little as 3 Weeks

"Getting a rep from being ready to go on the phones to being fully ramped used to take maybe three months. Using Outreach and AI, we've taken that down to a month or even three weeks. We're able to get SDRs to faster productivity, faster to hitting goal, and faster to interact with their account executives." — Zachary Myers, Enablement Program Manager, Everpure

Outreach-Driven Best Practices Now Set the Model for Every New Hire

By automating conversation intelligence coaching, Everpure identified exactly what top performers do on calls—objection handling patterns, talk time ratios, methodology adherence—and codified those behaviors into a repeatable model. Every new rep now learns from day one how the best reps operate, rather than discovering it through months of trial and error.

50+ Reviewed Calls Per Rep Per Day with Individualized Coaching

Kaia's automation enables enablement teams to review dozens of calls daily per rep, providing personalized coaching at scale. This level of insight—impossible to achieve with manual review—accelerates skill development and surfaces individual coaching needs instantly rather than waiting for monthly performance reviews.

Real Career Growth: How Sales Enablement Enables Leadership Advancement

That same shift from guesswork to data has shaped Myers's own career trajectory at Everpure. What started as a scattered, trial-and-error approach to prospecting has become a repeatable, data-backed strategy across every channel.

"When we adopted Outreach, I got promoted into this role. It took our legacy process of just throwing stuff at the wall to see what sticks, to being data-driven and results-focused, honing in on best practices across calls, email, and LinkedIn." — Zachary Myers, Enablement Program Manager, Everpure

Continuing the Enablement Journey: Outreach University & Beyond

Looking ahead, Myers plans to keep leaning further into Outreach, starting with Outreach University, where he sees room to take reps beyond their initial ramp and turn solid performers into great ones. He's also continuing to expand how AI shapes prospecting and messaging as Everpure's business evolves into new software-driven personas, and leaning on Outreach's partnership team to keep refining sequence strategy and getting the most out of the platform.

"Outreach University is a great enablement tool to help level up reps, not just from onboarding to being a regular rep, but taking a regular rep and making them a great rep by using the full suite of tools to keep improving their process." — Zachary Myers, Enablement Program Manager, Everpure

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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.

Corpay is a leader in corporate payments. As Garrett Cote, VP of Sales Development at Corpay, describes it: “We are a Fortune 1000 company in the S&P 500, and we are MasterCard's number one issuer for Commercial MasterCard in North America. We help businesses within their accounts payable automation platform — streamlining accounts payable through card programs, expense management, and full AP solutions.” The business spans three separate entities: lodging, fuel, and payables.

That breadth is also what makes the go-to-market motion complex. Dylan Golden, Vice President of Inside Sales for the Vehicle Payments Division at Corpay, oversees one of several inside sales teams: “A majority of our teams are using Outreach at Corpay — specifically the inside sales organization, which encompasses SDR, our Inside Payables Division, our Inside Lodging Division, and our Inside Vehicle Payments Division, which I run.” Supporting all of it behind the scenes is Kirzell Bailey-Alexis, Revenue Operations Optimization Manager at Corpay, a five-year veteran of the company who helped drive the platform decision.

“We wanted to have a platform that we could trust that could help us predict the business and predict performance measures. With Outreach, we've been able to chip away at getting closer to a more secure environment for that exact purpose.”
‍— Dylan Golden, VP of Inside Sales, Vehicle Payments Division, Corpay

The Challenge: A manual, unreliable, leader-dependent motion

Before Outreach, reporting at Corpay was a patchwork held together by individual effort. “Prior to outreach, we used a lot of manual processes, and it varied based off of seller preferences,” says Bailey-Alexis. “Some sellers used Excel, some logged their activities in their email, some used notes — and it was not very reliable for our leaders. We would like to make some data-driven decisions, and we just could not do that without having that proper data.”

For Golden, the cost of all that manual work landed squarely on the front line. “Life before the absence of Outreach was very manual,” he says. “When you have manual reconciliation on reporting and performance metrics, there is a lot of reliability on bandwidth for leaders. Depending on the timing of the day, the month, the week, that's a lot of risk.” Basic performance signals simply weren't captured: “Before Outreach, we really didn't track meetings held and meetings booked. A lot of our salespeople used their own methodology — a Salesforce task or an Outlook calendar.”

Corpay's previous dialer compounded the problem. “Prior to having Outreach, we used a platform that didn't really give us any type of data analytics, didn't push back over to Salesforce,” says Cote. “From a first- and second-level leader perspective, we weren't able to really get the data that we needed in order to drive the revenue that we were looking for.”

“Prior to Outreach, we used a lot of manual processes, and it varied based off of seller preferences. Some used Excel, some logged activities in their email, some used notes — it was not very reliable for our leaders.”
‍— Kirzell Bailey-Alexis, Revenue Operations Optimization Manager, Corpay

The Solution: One platform that fits a complex business

What sold Corpay was Outreach's ability to handle its complexity without compromise. “Outreach was very impressive to us because of the bilateral sync,” says Bailey-Alexis. “Being able to have information updated in Salesforce almost immediately, and vice versa… we are a very fast-paced company and many people use the same record.” Just as important was the platform's flexibility: “The ability to handle custom objects. We are a very complex company — we have many custom objects, and the fact that we're able to get that into Outreach and still work without many band-aids was very impressive. That's a solution we jumped on very quickly.”

With Outreach Sales Engagement, reps gained the structure they'd been missing. “There are a few capabilities that stand out — like sequencing clients and prospects and keeping a good cadence and follow-up organization,” says Golden. “As a new sales rep coming into the business, we have an array of different processes and products, and it really keeps us in our lane… we're just a lot more organized.” The team also leans on Deal Insights: “A workflow that really improved for us was scoring the opportunities based on activity and feedback from the prospect — being able to nail down very fast, is there any risk in this deal? And if so, how do we address it quickly to keep it in our pipeline or get it out, so we can move towards creating revenue.”

Conversation Intelligence has been transformative for coaching. Using Kaia™, Corpay trains and ramps reps faster. “Utilizing Kaia™ has helped us train reps faster, ramp them quicker, get them up to speed,” says Cote. “A lot of reps listen to what an individual is saying and it goes in one ear and out the other. But when you actually listen to yourself, you can pick up on a couple of things your manager has said to you multiple times but you didn't see. Hearing is believing is what we say.” Coaching cards and templates let a single leader scale feedback: “I can't be behind somebody day in and day out… having coaching cards and different templates allows us to be more effective.”

For RevOps, Kaia™ turned conversations into company-wide intelligence. “We allow our marketing and product team to use insights from Kaia™ to evolve our products, to evolve our sequences,” says Bailey-Alexis. “We put information in front of our sellers so that they are prepared to handle any objections that are coming their way.” The bidirectional sync underpins it all: “By having the bidirectional sync — Salesforce push to Outreach and Outreach push back to Salesforce — we're making tremendous strides in our data integrity,” says Cote.

“The ability to handle custom objects. We are a very complex company… the fact that we're able to get that into Outreach and still work without band-aids was very impressive.”
‍— Kirzell Bailey-Alexis, Revenue Operations Optimization Manager, Corpay

The Results: 2-3x opportunity creation and reporting for every role

The headline result is pipeline growth. “We have increased deal creation — our opportunity count — significantly, by roughly 2 to 3× over the last two years,” says Cote. “Our goal is to generate pipeline for the account executives we're supporting, and to see from a rep perspective what's working and what's not.” Corpay now measures its funnel end to end: “Seeing the stats around meetings booked, meetings held, and what that percentage is gives us an idea of our talk tracks, our messaging, who we're targeting, and how effective that message is being received,” says Golden.

Reporting has become the platform's most indispensable capability. “Our new leaders are data-driven leaders, and being able to answer questions and have those answers at our fingertips would be missed if Outreach disappeared,” says Bailey-Alexis. Because Corpay serves so many lines of business, that flexibility matters: “It gives us reporting for all scenarios. What's important for our SDR leader is completely different from our field leader, but I'm able to pull all of those reports out of Outreach… It allows us to do proper forecasting, and pipeline reviews have improved.”

The data has even reshaped Corpay's strategy. “It was quite surprising how many people were interested in multiple of our products,” says Bailey-Alexis. “Going through the call summaries and further analysis… it allowed us to come up with new teams that will be able to do cross-selling or upselling — not just on one product, but multiple. Without those call summaries, we would not have that insight into additional needs from our customers.” Cote points to a quieter but meaningful win too: faster onboarding. “The biggest unexpected workflow Outreach has changed for the SDR team has been the ability to watch reps succeed in a quicker ramp time.”

“We have increased deal creation — our opportunity count — significantly, by roughly 2 to 3× over the last two years.”
‍— Garrett Cote, VP of Sales Development, Corpay

The verdict from all three leaders is the same. “I would definitely recommend Outreach,” says Golden. “It gives a collective set of autonomy to run a business from a leadership perspective, and it gives the rep a way better bird's-eye view of their pipeline.” Bailey-Alexis adds a personal note: “I used to do sales — I wish I had a tool like Outreach when I did, because it took away the guesswork. And the white-glove service we get from the Outreach team, if I don't have those reports at my fingertips, is one email away.”

Looking Ahead: Unifying the business and adding AI

Corpay's next chapter is about bringing everything under one roof. “One of the things we're trying to make sure of is bringing all lines of our business into one go-to-market platform,” says Cote.  

Through it all, Corpay credits a partner that took the time to understand a genuinely complicated business. “The Outreach team has been super receptive to our feedback,” says Golden. “We're a large organization with very complex processes, different lines of business, different metrics and custom objects via Salesforce. They've been super helpful — patient with us and learning our business well enough to help us get to where we want to be.”

“Outreach gives a collective set of autonomy to run a business from a leadership perspective — and it gives the rep a way better bird's-eye view of their pipeline and more autonomy to manage and prioritize it.”
‍— Dylan Golden, VP of Inside Sales, Vehicle Payments Division, Corpay

SailPoint, a leading enterprise identity security company, faced a familiar sales problem: aggressive growth targets, but no additional headcount to hit them. Rather than hire, its sales leaders invested in Agents and Kaia™ to scale the team, leveraging Outreach to eliminate manual research and deliver more consistent, personalized selling across every rep. They've already rolled the motion out to seven languages for their global team, and the early open rates are running well above benchmark.

“Outreach allows us to deliver more consistent performance across reps.” – Jonathan Wells, Demand Lifecycle Specialist

Avis Budget Group, Inc, a leading global provider of mobility solutions with brands like Avis, Budget, and Zipcar, faced macroeconomic pressures and needed a way to multiply the output of its sales team without increasing headcount. By implementing the full Outreach agentic AI platform, Avis consolidated its revenue workflows into a single system, automating manual tasks with enterprise-grade AI. As a result, the mobility leader achieved complete visibility into seller performance and drove significant efficiencies across its revenue organization.

"With an ever-changing company like ours who is in transformation, we needed a revenue platform that could help us transform and transform with us," said Bryan Goodyear, Vice President of Sales.

Looking ahead, Avis understands that AI agents are the direction every competitive business is marching toward. However, Avis recognized that these agents are rendered useless without a solid foundation to capture and house customer interactions, conversations, and pipeline data. By establishing Outreach as its foundational data capture layer, Avis is able to set the stage to fully realize the power of Outreach's AI Agents. Avis has connected all its data in the right way, setting the stage to fully realize the power of Outreach's AI Agents in the near future.

Like many CROs, Tom Hammond struggled with a lack of visibility into his team's day-to-day activities. Relying on Salesforce and outdated spreadsheets made forecasting slow, error-prone, and frustrating. Weekly pipeline calls consumed hours, while forecast accuracy could swing by 10-20% -- a margin that didn't hold up to board-level scrutiny.

By implementing Outreach's forecasting tool, Omniplex Learning transformed its process. What used to take hours of manual review now takes minutes, giving leaders instant access to what each rep is working on, from new business to renewals. The result: forecasting accuracy tightened to within 5%, saving time and boosting confidence in pipeline health.

Want to learn more? Check out the full Omniplex Learning blog story, How Omniplex Scales & Forecasts Smarter With Outreach, for deeper insights.  

In this testimonial, Tom Hammond, CRO, and Andrei Grayson, Sales Director at Omniplex Learning share how the company has transformed its ability to scale sales with Outreach. As Omniplex Learning rapidly expanded from a 5-person startup to more than 100 employees--adding thousands of leads each month and hundreds of new customers per year--the challenge shifted from customer acquisition to scaling operations efficiently.

By adopting Outreach as the central hub for its sales organization, Omniplex Learning simplified onboarding, drove consistent adoption, and boosted performance across a fast-growing sales team. From onboarding managers first, to leveraging content cards, call playlists, and real-time deal insights, Outreach has become a critical tool for driving engagement, efficiency, and growth.

Today, Outreach is central to every step of the sales process--from weekly deal reviews to onboarding new hires--making it easier for the team to deliver results at scale.

Want to learn more? Check out the full Omniplex Learning blog story, How Omniplex Scales & Forecasts Smarter With Outreach, for deeper insights.

Siemens teamed up with RevShoppe and Outreach to launch a global forecasting transformation that reached over 4,000 sellers across 190 countries--yes, really. They rolled it out in four waves, starting small and scaling fast, with each phase bringing new regions and thousands of users into the fold. The result? A unified opportunity process, cleaner pipelines, and forecast submissions that are actually happening (hello, 70%+!). With executive backing and serious momentum, this isn't just a rollout--it's a global sales revolution in motion.

This wasn't just about rolling out a tool--it was about building a smarter, simpler process that sellers actually want to use. Siemens, Outreach, and RevShoppe joined forces to create a global "Seller Action Hub," combining forecasting and engagement into one seamless experience. With cleaner pipelines, faster submissions, and reps saying "whoa, this is way easier than Salesforce," the impact is real and growing. It's a powerhouse partnership that's transforming how thousands of sellers work, forecast, and win.

In this quick testimonial, Mark Wiechers, Business Development Manager at Traction Complete, the Business Development Manager at Traction Complete shares how the team overcame early-stage SaaS challenges--like limited brand awareness and manual outreach--by adopting Outreach. From tracking team performance to optimizing outbound messaging through A/B testing and analytics, Outreach has become the backbone of their sales development efforts. Outreach is now an essential part of their daily operations, driving 50% of their outbound pipeline.

TLDR: Rootly was growing fast and their existing sales platform was not working for them. Their sales team was executing well but needed a way to amplify it further. In their search for a new platform, they found Outreach - "sometimes going with the top brand is worth it". Through thorough, dedicated implementation, Rootly's support team graduated to first class, responding quickly and confidently with the right insights and solutions. Rootly's Founding AE noted that this implementation and continued use of the Outreach platform felt like a real partnership - especially when Outreach reps conducted a workflow analysis to identify weak spots and position Rootly's team for success.

As a result of their Outreach implementation, Rootly is currently enjoying:

• 41% increase prospects contacted
• 69% increase meetings scheduled
• 130% increase emails delivered
• 640% increase in LinkedIn prospects contacted

Creating measurable results with the right data and support

Rootly is a fast-growing incident management platform, supporting a range of organizations, big and small. Rootly's platform automates incidents for their customers to help them resolve issues faster and improve customer satisfaction.

JP Cheung, a founding AE and now Business Development Leader, has the challenge of selling globally to a wide range of customers. "How do we reach enough people fast enough? How do we do that so we're not overloading the team?" - these are the questions that keep JP up at night.

But this is what gives him peace: "Outreach has been a true partnership." Taking advantage of a workflow analysis session with one of Outreach's sales leaders helped JP evaluate how best to set his team up for success. After reviewing the workflows, JP determined his team needed to streamline the sequences in play. Outreach analytics indicated what was working and what wasn't, so JP and the Rootly team could effectively cut extraneous sequences that weren't resonating with their audience. "Early on we didn't take advantage of the metrics and reporting that Outreach provides. Understanding the metrics and support has been crucial to our success," says JP.

With this newfound shift, the Rootly team saw incredible results quickly. At the top of the funnel they're seeing 41% increase in prospects being contacted, including a 130% increase in emails being delivered. Efficiencies really helped at the bottom of the funnel with a 69% increase in meetings scheduled.

"As a manager, one of your biggest roles is removing obstacles for your team," advises JP. "The team has seen real results with Outreach and they're really happy with the system."

JP is thrilled with these results and credits the partnership with Outreach for the success: "The support I receive is a game changer with Outreach. I click the chat button and get responses quickly, and the team is amazing. We have a solution to any issues typically within an hour, whereas with our previous solution we were waiting 48 hours for a response." In the incident response industry, speed to market is huge and that difference in response time can mean landing the meeting or not. "For us to be as successful as possible, we have to have a tool that we can rely on, and a big part of that is support."

"We were using a different sales software but we found the manual steps involved were bogging our team's time down. The functionality, support, and integrations with Outreach were far more established than the system we were using. Sometimes going with the top brand is worth it."

"I sleep better with Outreach, knowing that I have the support I need for our team to succeed. It's a true partnership with Outreach, something I haven't seen from other solutions."

Having seen how successful Outreach had been in a previous company, Mallory was on a mission to get Verkada's sales team fully enabled on the platform.

With Outreach as their single platform for prospecting and account management, reps spend less time searching for information and more time focused on their customers. Meanwhile, Verkada's sales enablement and leadership team are more clearly able to see what activity is happening in the platform -- and where they can coach and support their teams.

The role of an SDR -- and what it takes to be successful -- has changed a lot in a few short years. Victoria Loewenstern, Director of Sales Development at LivePerson saw a need to balance quality and quantity to engage prospects at scale. With Outreach, the team has transitioned from traditional cold calling to deeper prospect research as they test different engagement strategies and optimize for success.

After realizing that a high-volume approach was no longer sufficient, Quantcast saw that their sellers needed to equip their sales teams with the insights and reporting that could help them build a more targeted outbound sales strategy. "The big goal, in a nutshell, was to become a smarter sales team," says Taylor Corr, Head of Mid-Market Sales at Quantcast.

With Outreach's support, teams no longer solely focused on the volume of outbound activity. Instead, they're able to hone in on defining their ICP, industries, segments, personas -- then test and iterate on messaging to drive more effective sales activity across the team.

The sales team at Avanan knows that reaching your buyers today requires more touches than ever -- upwards of 18 attempts, on average. Because every single activity is tracked and recorded, the team is able to quantify exactly what it costs to get and maintain a customer.

The team has it down to a science: Outreach has helped Avanan's sales development team identify how many of those touches, what types of touches, and what their daily activity should look like to reach that revenue goal.

As CRO, Eric saw the opportunity to reduce the hours spent on preparing and attending forecast meetings every week -- an estimated $2 million of annual savings. More than just cost-cutting, this move has enabled the organization to make their sellers much more efficient. With Outreach, teams can bring their attention back to their customers.

Edging out the competition starts with a complete picture of the sales cycle

How does an education technology company grow revenue in a competitive market? For Renaissance, the answer has always been to build strong, lasting relationships with the school districts that comprise its customer base.

"Education is a finite market," says Salvatore Cirillo, Chief of Staff to the Chief Revenue Officer at Renaissance. "And so it becomes a question of relationships. We had to put ourselves in a position to start having the right conversations that met the customer where they were."

Salvatore continues, "Renaissance uses data to help our customers improve learning outcomes, so why aren't we taking that same data-driven approach as a sales organization?" So he partnered with sales leadership, from the Vice President of Sales Operations & Enablement to the Chief Revenue Officer, to evaluate whether their existing sales technology stack was helping sellers efficiently execute multi-channel workflows and drive teams toward attainment.

What Renaissance saw was sellers relying on inefficient processes to create, manage, and close opportunities in their pipeline. "A seller would hold a meeting, take notes, go back to their CRM to add those notes, then regurgitate those notes to their leader," Salvatore says. "This was not only an incredibly manual effort, but it also didn't generate insight into which sales activities were driving the most impact."

"It's good to know what selling activities are taking place," Salvatore says. "It's better to know which activities are having the best impact. And once you have those insights, how do you apply them across the larger organization?"

For Renaissance, the answer was the Outreach Agentic AI platform for revenue teams. According to Salvatore, "Outreach was the platform for us because we knew it would help us connect with customers more consistently, with a much more strategic approach, and at the scale we needed."

Seller adoption fuels the sales execution intelligence engine

Renaissances Account Executives (AEs) use Outreach to create and close pipeline more efficiently than ever before. Instead of spending their time manually tracking their opportunities, reps can focus on only what will help them win deals.

"Seeing our sellers this excited, engaged, and talking about Outreach as their tool of choice is a great feeling," Salvatore says. "Anyone who's implemented a tool for their sellers knows that adoption can be a challenge. We set a goal of 80% adoption for the first few months and overachieved that, hitting a 87% adoption rate that is still trending upward."

Adoption is crucial to Renaissance because every new seller that uses Outreach brings in more buyer/seller interaction data. This helps Outreach's Sales Execution Intelligence deliver even more detailed insights and targeted guidance about their opportunities. Whether it's by surfacing deal health scores or recommending the best next steps for reps to keep deals on track, these insights and actions give reps and their leaders data-driven strategies to help them close more deals.

"With Outreach, we have insight into whats working and whats not working across multiple channels," Salvatore says. "We also have more insight into which deals we are most likely to win based on our activity data. This is ultimately going to drive better pipeline, which will drive the revenue generation were looking for."

With visibility into what's driving success, sellers are finding new ways to optimize their workflows. Whether it's testing email subject lines or sharing recordings from winning meetings, Renaissance is always finding an opportunity to leverage their data to drive revenue results.

"There will always be sellers who can, for example, present certain products better than others," Salvatore says. "With the ability to share recordings, our sellers can really go deep and audit how someone else presents."

After increasing productivity and pipeline conversion rates, Renaissance brings Outreach to even more reps

Renaissance sees the Outreach platform as essential for not only getting more at bats with their customers, but also for ensuring every action a seller takes is impacting revenue while nurturing strong customer relationships. One year into their Outreach partnership, AEs are seeing a sizable increase in their meeting conversion rate, a metric that Salvatore and sales leaders can easily access in their Sales Execution Report.

"Using the Team Performance metric, we saw that we had a 27% meeting conversion rate in the last three months compared to 14% in the previous three months," Salvatore says. "This is about a 93% increase - and essentially, one in four customers are being converted to a meeting. This is really exciting for us. And I know that we can get higher."

Notably, this impact isn't isolated to AEs. Renaissance piloted the Outreach platform with their Customer Success Group - a pilot that tripled reply rates. Seeing the value of the platform, Renaissance added all of their Customer Success Managers to the platform. "Something we're really excited about is our Customer Success Group using Success Plans to help transition customers through our sales-to-customer success handoff," Salvatore says.

Renaissance will also be transitioning its Sales Development Group to Outreach in order to continue the trend set by AEs for quality pipeline creation. "Our SDRs were actually using a competitor product. But we realized really quickly that it wasn't giving us the kind of insights or the scale that Outreach was giving to our AEs."

Salvatore is excited about the year ahead. "As more go-to-market teams adopt Outreach, we're certain it will result in increased productivity, better insights and ultimately, more people coming together to learn and figure out how we can move together to better serve our customers."

Winning in an expanding market requires rethinking how sales reps operate

In recent years, business communications tools have become increasingly vital for business continuity. This opened the opportunity for GoTo to seize even more market share of both small and mid-size businesses. However, the path to profitable growth would require GoTo's sales leadership to take the company's sales execution to the next level.

To get to that next level, sales leaders began evaluating their systems for creating and closing pipeline. They needed their Account Executives (AEs) to take on more pipeline generation as part of their day-to-day activities. But the sales engagement technology they had in place relied on manual processes to generate pipeline. Updating their activities was cumbersome, and although GoTo had content for sellers to use, sellers weren't always using the right content with the right personas. As a result, reps tended to over-communicate to duplicate leads using content that wasn't vetted for success.

Because of these challenges, GoTo's sellers ultimately didn't fully embrace their previous sales engagement tool. The lack of adoption led to a lack of data, making it nearly impossible for sales managers to meaningfully evaluate their team's progress toward quota attainment and have confidence in their pipeline coverage.

"Our previous system was a burden to maintain and really bogged down our sellers," says Steph Drumright, Senior Manager of Program Management. "We wanted to remove the guesswork from their day-to-day and enable our sellers to be more productive."

Automation and insights drive seller productivity

GoTo deployed the Outreach Agentic AI platform for revenue teams as the foundation for increasing seller productivity. With Outreach, GoTo's global team of AEs and Business Development Reps (BDRs) execute all of their selling activities from a single platform.

"All of our systems speak to each other, and because of that, our sellers are able to create more pipeline with the right people," says Adam Tyson, GoTo's Senior Manager for North America Sales Operations. "We use Outreach, ZoomInfo, and Salesforce side by side to create a universal task flow that keeps everything up-to-date."

Outreach also automatically syncs every single email, phone call, and LinkedIn request back to Salesforce. As such, GoTo's sellers no longer have to spend valuable time manually logging their activities, and with Outreach orchestrating their pipeline creation and management workflow, they're set up to execute the right activities at the right time. This ultimately leads to higher win rates and stronger rep participation across the team.

Sales managers also use Outreach's insights to make data-driven decisions and provide specific coaching to individual reps. Managers can see not only how many emails or phone calls a rep has made, but also what type of persona a rep is spending most of their time targeting. With this data, managers are coaching towards quality activity instead of telling sellers to just "do more."

A Content Committee empowers sustainability and scale

GoTo also cites their partnership with Outreach as essential for setting up their business for long-term success. Outreach's Professional Services team emphasizes the importance of scale and sustainability when deploying new technology, a sentiment that has been core to the success of GoTo's sales execution programs.

"You can have a new system, but if your behaviors don't change, you're going to run into the same issues," says Aniyah Pendleton, Systems Training Program Manager. "We wanted to ensure that the content going into the system would enable sellers to do their jobs."

To that end, GoTo established a Content Committee for Outreach. With this committee, Sales and Marketing work together to create high-quality content for sales reps to use in their prospecting sequences. Perhaps most importantly, the Content Committee strategically updates messaging based on changes in the market, updates to their product, and feedback from the field.

With the Content Committee in place, Aniyah knows that sellers are using the best content in their outbound prospecting efforts. "The change in effectiveness among the sales teams was immediately apparent after we deployed the committee," Aniyah says. "We noticed more meetings being booked with the right buyers right away."

Adam agrees, "I've worked in small organizations and I've worked in organizations with a thousand users. This Content Committee approach is the most impactful way to manage sales content I've ever seen."

Transforming how sellers build their pipeline

With Outreach, GoTo's sellers are now executing tasks faster and with more precision. "Our sales reps say that using Outreach has made a huge difference in the amount of time it takes them to complete the same task compared to pre-Outreach," Aniyah says.

They're using that extra time to increase their pipeline coverage by 10x and focus more on optimizing every stage to closing deals -- without increasing their workload.

Outreach brings all the engagement activities into a single source of truth and provides sellers with insights that help them prioritize what types of engagements have the best chance of closing. Then they can put more effort and research into closing those deals. This allows them to better meet the wants and needs of their prospects.

"With Outreach, sales reps don't have to think about what activities to do when," Steph says. "They can think more about the strategy behind their customer engagement."

As a result of the success they're seeing and thanks to Outreach's user-friendliness, seller behaviors have transformed. "Our sellers want to use Outreach because they know it helps them be more productive, build their pipeline, have more constructive engagements, and close more deals," Aniyah says.

Sales managers, meanwhile, have the confidence to make data-driven decisions and provide specific coaching to empower sellers to succeed at every stage in the deal cycle, leading to greater long-term success for sellers at GoTo.

"We want our customers to want to talk to us, and before, we didn't have a great way of ensuring that was the case," Steph says. "Now, we have the transparency and content to ensure quality customer engagement and that our sellers are productive and successful."

Searching for efficiency

Sisense helps businesses build custom analytic experiences and embed them in their apps and workflows. By doing so, they empower their customers to embrace data-driven insights and take action to improve operational efficiencies.

It was no surprise then when Sisense Chief Financial Officer Adam Towns asked Sales Manager Jon Barrett to use Success Plans to help improve the efficiency of their own sales team.

With Outreach, every step of the deal cycle gets mapped out in Success Plans and shared with the customer. In addition to a clear guide for sales reps to follow, Success Plans also acts as a log of every interaction throughout the deal cycle, allowing managers to dive into the data and identify opportunities for improvement.

With Success Plans, the Sisense sales team was poised to streamline and perfect processes with every new data point they gathered.

Balance customization with consistency to drive success

Jon is in charge of the sales team at Sisenses New York City headquarters. Before using Success Plans, every member of his team had their own process for managing opportunities. With information scattered across disparate spreadsheets and systems, Jon found it challenging to serve as an effective guide for his team. It also siloed reps from each other, so if one experienced success, that process wasnt easily repeatable for another.

Jon appreciated that Success Plans allowed his reps to retain some freedom, while also helping them execute deals faster with consistent, repeatable Plans.

Instead, reps are now able to identify plans that have proved successful and put them into play with adjustments as needed for their prospective customers. Jon likens this part of Success Plans to grandmas recipe cards, noting that plans can be used like a template and modified as needed to address the needs of their prospects.

From there, since every step of the sales cycle is clearly documented, the team can look at the data to identify opportunities to iterate and weed out the things that didnt work.

This balance between customization and consistency has been a major win for the Sisense sales team, and a key contributor to their success. Its not the only win, though.

Saving weeks of time

Streamlining the steps of the sales process and documenting it all in one place has been an enormous time-saver for the Sisense team.

Success Plans created a central repository that everybody can refer back to when there are questions about a prospect or when actions need to be taken.

In that sense, Jon says it saves everyone hours of wrangling information each week. It also has the added benefit of saving Jons sanity when it comes time to report on the state of the business.

Perhaps more importantly, the data Jon and his team get from the Outreach platform has allowed them to identify unnecessary steps in their sales process. In some cases, theyve been able to knock multiple weeks off their time to close. They use that time savings to get new opportunities in the pipeline.

Success Plans also helps Jon coach his team to identify risks, deal delays, and potential deal killers so they can disqualify opportunities more quickly. Jon says mapping out a plan helps him and his team assess the likelihood of success at every step of the way.

"If you cant outline what the steps should be to get to a goal, youre probably not going to get to that goal."

Closing the deal with trust and confidence

One of the most critical steps in any selling journey is when it comes time for a key decision maker, like a CFO on the prospective customer side, to sign a deal. With Success Plans, Sisenses prospective customers have complete visibility into every interaction that took place along the way. This has increased trust between Sisense and their customers making it easier for prospective customers to quickly and confidently approve deals.

Today, Jon and his team are a well-oiled machine thanks to Success Plans. He recently asked his reps how much they would hypothetically be willing to add to their quota to keep Success Plans. Their answers say it all:

"We wanted a precise understanding of our funnel to identify levers to increase productivity"

France-based healthcare firm Alan has a simple but powerful mission: to help people live healthier lives as a one-stop health partner for body and mind. This mission applies not just to the companies and independent contractors that Alan serves. Alan also helps its employees live healthier and purpose-driven lives, embracing a culture of shared ownership and flexibility.

The result is a unique, even disruptive approach to how Alan's global sales organization creates and closes pipeline. Ghali Bennani Laafiret, Business Strategy and Operations contributor at Alan, explains, "Our philosophy is that everyone is the owner of what they do, and what they do is always part of something larger."

Alan's culture of sales autonomy has its pros and cons. While sellers report high levels of job satisfaction, it was on each rep to own their selling workflow. This meant reps relied on spreadsheets and CRM reporting when prospecting leads, and sellers would not necessarily use updated messaging or they would deprioritize useful communications because of a lack of time. Follow-up tasks often piled up and caused sellers to fall behind when managing their deals, ultimately stifling their productivity and win rates.

"Every challenge a seller faces is an occasion for sales operations to build an impactful process. We needed to eliminate friction for sellers, but we didn't have the data to understand what our sellers needed to achieve high levels of performance. We wanted a precise understanding of our funnel to identify levers that would increase productivity." Ghali says. This lack of visibility had big consequences, especially for planning teams who had to forecast and build plans for future growth.

With high hopes of increasing their reps' productivity and gaining critical visibility into performance, leaders like Ghali began exploring new sales technologies. And in keeping with Alan's unique culture of sales, they needed a technology that was as flexible and easy to use as it was powerful for driving results. To meet this need, Alan brought in the Outreach Agentic AI platform for revenue teams.

Reliable pipeline creation thanks to increased seller productivity

Staying true to its culture of sales autonomy, Alan implemented Outreach but did not require all sellers to use the platform. But the Account Executives (AEs) who've opted to use Outreach quickly realized just how powerful the platform was for managing their pipeline. One year into their deployment -- and with nearly all organic adoption -- 130 of Alan's sellers leverage Outreach because it makes them more efficient and productive.

These sellers now use Outreach to execute the right tasks each day with the right prospects. Because their follow-ups are automated, Alan sellers focus less on time-consuming, administrative tasks. Instead, they can focus their time and energy on high-value selling activities. And with customizable, brand-approved sales messaging, reps don't have to constantly reinvent the wheel and can instead focus on building relationships with their customers.

"We have collections of sequences and templates our reps use to break through the noise and book that initial meeting. Sellers don't have to analyze what to say or when to say it because Outreach does that for them. Customers are actually receiving better content as a result," Ghali says.

Outreach also gives sales leaders visibility into the actions that sellers are taking to convert meetings into opportunities. With these insights, Alan's sales leaders can do deep, data-driven pipeline inspection in order to identify gaps, model assumptions, and scale strategies that increase conversion rates and seller productivity.

"With Outreach, we can learn from our successes and use them to drive optimization at a large scale," Ghali says. "We're now looking at optimizing every stage so our sellers are equipped to win more deals. If we're finding any heterogeneity in our funnel, we investigate and see how we can improve."

Outreach adoption becomes the key to accelerating deals and ruling the leaderboard

One year after first deploying Outreach, Ghali sees it as a critical component of Alan's sales technology stack. On high-pace teams, top performers are tripling the level of activity when compared with lower performers -- mainly thanks to Outreach. These sellers who use Outreach are not just communicating with more customers. They're communicating with the right customers with content that's proven to convert. As a result, Alan is seeing accelerated deal velocity and higher participation from its sales teams.

"The reps using Outreach the most are consistently the ones on top of our leaderboard," Ghali says. "There's a strong correlation between the number of activities done and progress in our sales cycle. Our reps who use Outreach tend to use it in a very intense way, and as a result, they're seeing more meetings booked and their opportunities close faster."

The more that reps adopt Outreach, the more visibility and confidence Alan's sales leaders have in their pipeline coverage. And because Outreach is associated with success, that adoption is only increasing -- all without a mandate to do so.

Outreach has become the seller's de facto sales technology of choice, resulting in a more productive and effective salesforce. Ghali is confident that Alan will only realize more value as it grows its partnership, "By continuing to optimize every stage in our sales cycle, we know we will close more business. And that ultimately means helping our customers and Alaners live healthier, happier lives while continuing to grow as a company."

Confronting the changing world of sales

Elsevier's Clinical Solutions Division has a singular mission: improve patient outcomes by equipping physicians, nurses, and pharmacists with vital information from Elsevier's vast library of research. Therese Mugge, Vice President of Sales, sees her sales team as partners to these healthcare providers. "Sales is about who you are selling to," she says, "and its our job to help our customers as much as we can. It's a hard time in healthcare, so we need to make sure we are meeting their needs."

The 2020 pandemic exacerbated the difficult times in healthcare. As healthcare providers faced staffing and budget shortages, the need for trusted clinical research became more important than ever. But to reach their customers, the Clinical Solutions team would have to completely reimagine existing sales workflows for a digital-first environment.

"Our sellers could no longer be in front of customers, so we began thinking about how to continue building relationships with customers as effectively as possible," says Tim McGee, Vice President of Global Sales Operations. "But email traffic has exploded as we've come out of the pandemic. To reach those customers, our sellers would need to be able to cut through this increasingly noisy marketplace."

It wasn't enough for the Clinical Solutions team to merely transition sales workflows into digital channels. These 120 reps are responsible for the end-to-end new business cycle in North America, from nurture campaigns through closing deals. To manage relationships and meet pipeline coverage goals, sellers needed to make every interaction with their customers count - regardless of whether that interaction was through email, LinkedIn, or in a virtual meeting. But this focus on effective, digital selling couldn't be accomplished without first eliminating as much complexity from a sellers day-to-day.

"It was essentially up to each individual rep to develop their own pipeline," Tim says. "It was incredibly manual, with some people doing mail merges and squeezing every ounce that they could out of Excel. We even had sellers who might spend half their day creating their own custom templates."

According to Therese, reps were spending more time on non-selling tasks than on what matters most for winning new business: bringing creative, relevant solutions to their customers' problems. "Curiosity and creativity are the lifeblood of sales people," Therese says. "If you can bring your sellers technology that helps foster that, then I feel you're really doing your job as a sales leader."

Unlocking seller productivity with workflows and insights that a spreadsheet just can't provide

Elsevier's sales leadership brought Outreach to the Clinical Solutions team to drive more efficient workflows and empower best-in-class selling. They first leveraged Outreach to automate inbound and outbound sales prospecting. Reps saw meaningful productivity gains right away. For example, they can identify the highest-priority contacts and send them customized emails in 15 minutes or less - something that previously took at least an hour or more.

"By introducing Outreach, our reps know exactly what they need to do each day to stay on top of their prospecting activities," Tim says. "The increase in activity from our teams was impressive, and with data from all these activities, were getting a wealth of insights that we've never had before."

Sellers, their managers, and sales leadership are using Outreach's machine learning capabilities to make decisions about content and messaging that increase pipeline coverage. Tim hosts monthly content committee meetings, pulling up Outreach-native reports that help stakeholders investigate areas for improvement and coaching. They examine how sequences perform, perform A/B testing on subject lines, and pursue lines of questioning to find solutions that they wouldn't - and couldn't - have pursued before Outreach.

Tim explains, "A lot of piecemeal work that was taking place by a bunch of different individuals in sales and marketing can now be centralized. We launch resources as one cohesive function from within our sales organization."

These resources are always there for the sellers, who are given prescriptive guidance on the right contacts to engage with. They also have sequences and templates instantly available so they can start making connections and building relationships. Even brand-new reps are taking advantage of those resources right away which is positively impacting the teams participation rates.

"Outreach has accelerated the onboarding time for new sales reps," Therese says. "In fact, we just had an individual who joined maybe three months ago who right away embraced Outreach. With everything laid out to help her start executing, she's already closed business for us. And that is incredible."

Success breeds confidence and moves the needle on closed-won revenue

Since bringing Outreach to their sales team, the Clinical Solutions Division has achieved incredible pipeline generation results. "We've seen over a million dollars of pipeline created directly from Outreach sequences so far this year," Tim says. "We've closed about a quarter of that and expect that number to increase as we approach year-end."

Sellers now use Outreach for every stage of their deal cycle, from prospecting to nurturing and even through the execution of the contract. With sellers more productive and effective, they have confidence that they can succeed at Elsevier. Reps have found success in the face of unprecedented challenges. And when reps can succeed, the business can succeed.

Tim says that one of the most significant points of pride for any sales operations professional is challenging norms and being a change agent for their organization. "I pride myself on staying ahead of the ever-changing sales world, looking at new technologies like Outreach that can help build relationships with our customers, drive revenue, and make the day-to-day as easy as possible for our sales reps," he says.

Therese even goes so far as to cite Outreach when recruiting new talent to the Clinical Solutions team. After all, Outreach is helping her reps book meetings and close new business faster than ever a compelling proof point for any ambitious seller who's considering joining a new sales organization.

"We wouldn't have our sellers use a tool if it didn't help them accelerate deals and close more business," she says. "Any time you introduce a new technology, there's always a honeymoon period followed by less usage. Thats not the case with Outreach. Eighteen months after our initial deployment, our sellers are still embracing it. We believe in investing in our sales teams, and we do this through bringing on sales tools such as Outreach."

Staying competitive requires the right sales technology

A leader in the mortgage industry, Guild Mortgage has served customers for more than five decades. Today's home buyers are trusting Guild Mortgage to help them navigate through an unpredictable market and make the right decisions to support their financial futures. And as more homeowners consider refinancing or relocating, Guild Mortgage's loan officers are seeing even more demand for their services.

Despite working to process requests as fast as possible, loan officers still found themselves struggling to keep up with demand. A slower-than-average response time could result in a missed opportunity, especially with new players offering digital alternatives to traditional lending. Staying competitive would therefore require more than faster response times.

"The service that you provide is the differentiator between you and another lender," says Drew Gillett, Vice President of Field Marketing at Guild Mortgage. "It's really important for our teams to be efficient but also build and maintain relationships."

While quickly responding to leads was essential, Guild Mortgage's loan officers also needed to proactively and consistently serve customers with relevant information and resources. To support that level of service, Guild Mortgage's sales leaders knew they'd have to invest in their sales and marketing technology.

"Keeping up with demand in this increasingly competitive landscape wouldn't be possible without technology," says Gemma Currier, Senior Vice President of Retail Sales Operations. "We want to give our loan officers the tools and the data that they need to advise customers and to execute, especially on lead conversion."

Leveraging sequences to stay engaged with customers across long deal cycles

At first, Guild Mortgage implemented a homegrown solution to streamline how loan officers would engage with leads and with their existing customers. But loan officers found this homegrown solution too prescriptive. And without automation features, the solution didn't meaningfully impact loan officers' productivity.

"Loan officers needed to be able to communicate with our customers across multiple channels where they do business, whether it's on social media or mobile," Gemma says. "Our goal is to have a high-tech, high-touch approach. So we turned to Outreach for robust automation, communication tools, and analytics."

Guild Mortgage's loan officers now use Outreach for a variety of use cases, leveraging sequences to follow up with leads and to stay engaged with customers throughout what are often long deal cycles.

"A client could be looking for a house for a year, and then once they're in contract for a house, they might need something from our loan officers with a short turnaround," Drew says. "Outreach keeps our loan officers in communication with customers and real estate agents so we can keep them on track to close."

And after closing, loan officers leverage automation to maintain relationships with their clients. For example, they set follow-up tasks in Outreach to check in with clients.

"The sequences give us one quick and easy system to call, email, or text our clients," says Debbie Owen, a Guild Mortgage Branch Manager. "And because Outreach captures these activities, we're never forgetting to follow up or forgetting where we're at with a specific client. I can guarantee you that my conversion rate has sharpened because of it."

Outreach has streamlined workflows beyond the sales team. Guild Mortgage's recruiting team uses Outreach to create, maintain, and measure the success of their candidate pipeline, all while ensuring their communications are personal and compliant.

Making contact with new leads twice as fast and closing deals faster

With Outreach, Guild Mortgage has accelerated its sales momentum. Loan officers who are using Outreach are making contact with new leads twice as fast as those who aren't. They are also closing their deals faster.

"In the mortgage industry in general, there is a pretty big gap between the leads that a company generates and the leads that a company closes," says Gemma. "We want to close that gap at Guild, and we're utilizing Outreach to do that."

Michelle Castle, a Guild Mortgage Area Manager, says that Outreach is helping her team be more productive and effective. "As a coach I'm always thinking, 'how do you get more done in less time creating more impact?' I know Outreach does this for us."

According to Gemma, what is even more impactful is Outreach's potential to shape the future of selling at Guild Mortgage. Outreach is giving leaders visibility into the activities and channels that are driving better outcomes for customers, and those insights are what's fueling improvements in both sales and marketing.

"Now that our people are using Outreach, they're contributing even more data to our system." Gemma says. "This helps further optimize our sales workflows, which helps more loan officers win deals, which makes them want to use Outreach more, and so on."

Adds Drew, "Outreach is helping our loan officers evolve their methodology; modernizing our high touch approach with the addition of new technologies to best serve clients."