Case Study: Outreach.io Supports Incredible Growth by Closing Workflow Gaps Improves productivity by integrating and automating processes across Slack, Salesforce, Marketo, Google Sheets, email, CSV files, data storage, MailLift, web forms, and G2Crowd Industry: SaaS One of the most important parts of the sales Despite deploying tools and systems to automate process is communication. Sales teams need an the marketing and sales process, Ahmadi was Location: Seattle, Washington effective and efficient means of following up with frustrated by the gaps that still existed. Employees: 150 contacts. That’s the premise behind Outreach. io, a cloud-based engagement platform that “In an organization that’s growing as fast as Solution: Tray.io Sales and Marketing Cloud automates and personalizes communications so Outreach, one of the biggest challenges is Highlights: Closes automation gaps and improves that sales teams can provide each and every lead, providing a funnel that can scale at the same rate communication and responsiveness across the opportunity, and customer with targeted content to across all parts of the sales cycle,” says Ahmadi. accelerate and increase sales. “As great as marketing automation tools are, they sales and marketing work ow, including: In just a few short years, Outreach has garnered can’t give you full integration and automation • Extracts and enhances lead list data sent from hundreds of big-name customers, attracted across the entire sales workflow. As a result, vendors via email and automatically loads it into millions of dollars in investment capital, and is you’re constantly cutting and pasting to get the the Marketo marketing automation solution to get growing by leaps and bounds as it transforms the info where it’s needed. I knew that wherever we leads to sales people in seconds. way sales professionals communicate. were doing this, we should instead be integrating • Triggers automated Slack alerts based on and automating.” keywords in content to improve communication Challenge: Close gaps in the sales funnel with the sales enablement team While Outreach.io helps its clients make their While the applications that Outreach uses offer sales team’s outreach more effective, the open APIs, it requires engineers to learn how • Provides an automated work to request items company’s director of demand generation, to use the APIs and create the integrations. be sent out such as thank you notes and swag, Dan Ahmadi, is focused on helping the Outreach. Outreach needs its engineering resources for improving sales productivity io sales and marketing team reach more more strategic tasks such as developing the prospects and close more sales, quickly and sales workflow solutions that drive the business effectively. and working with external customers on their 22