- Poor email deliverability
- Inadequate Reporting
- No way to prioritize engaged prospects
- Hours wasted on manual data entry
How Pipecandy built a Playbook for Outbound success with Klenty
Pipecandy is a market intelligence platform which helps customers build lead lists, research companies, enrich data and benchmark against competition.
Ashwin Ramasamy, the Head of Sales and Marketing at Pipecandy wanted to scale outbound as a revenue channel. Their sales team was rapidly growing and had recently hit the 5-rep mark.
To arm their team with every opportunity to crush targets, Pipecandy began the search for the right Sales Engagement Platform.
Ashwin experimented with a number of tools including Lemlist, and Reply.io.
But soon, the Pipecandy team ran into a number of dealbreakers.
A Sales veteran of 15 years, Ashwin realized tools like Lemlist and Reply were still stuck in the ‘Spam and Pray’ Outbound model that died in 2006.
These tools were simply not set up to execute targeted outreach that resonated with prospects at different stages in their buying journey.
As a result, their reps were forced to perform the same activities for every prospect. Response rates dropped even as reps felt overworked.
To add to their issues, the Reports they were getting were inadequate- they gave Pipecandy no visibility into what templates or cadences were performing and which prospects were engaged at every step.
"I was never sure which steps are working in a cadence. It could be the first step, it could be the last step. I was not able to figure out how to make my campaigns better".
Ashwin - Head of Sales & Marketing, Pipecandy
As outbound volume scaled, Pipecandy found it harder and harder to manually update their Hubspot CRM.
Email deliverability was slowly becoming an alarming issue.
With all these headaches piling up, Pipecandy defined their criteria even further to pick a Sales Engagement Platform which would help them
- Execute Intelligent and targeted Outreach
- Deliver personalized emails in the prospect’s inbox
- Get a complete picture of outreach performance
- Automate low-value manual work
- That was when they came across Klenty.