Net-new Revenue in 12 months
+23%
Win-rate increase
4 wk
reduction in ramp time
2+ hrs
saved per rep / per day
Michael Manne
About Ramp
Ramp has become one of the fastest-growing SaaS companies in history, servicing 30,000+ customers in just five years. Operating within a vast addressable market, expanding product portfolio, and intense competition, Ramp's sales success depends heavily on timing, targeting, and relevance.
The Challenge
Huge TAM, Rapid Growth, and Shifting from Activity to Conversion
Ramp's sales org nearly doubled in a single year, growing from 50 to 90 SDRs and 50 to 100+ AEs to address their expansive market. Leadership quickly recognized that more headcount and volume alone wouldn’t sustain hypergrowth.
While their top sellers were already doing deep research—developing targeted engagement strategies based on when and why to reach out—this process was time-consuming and hampered by scattered data across multiple go-to-market (GTM) systems.
Ramp needed a systematic approach so that every rep, not just top performers, could prioritize and pursue high-quality opportunities with the right research at the right moment.
The solution
Actively AI’s Custom Reasoning Models Maximize Ramp’s Revenue Potential
Ramp chose Actively AI for its custom AI reasoning models specifically trained to optimize revenue across their GTM motion while handling enterprise-level complexities—from multiple product lines and personas to detailed routing rules
Actively AI continuously learns from millions of data points (Salesforce fields, Gong transcripts, and third-party vendor intelligence), and applies deep reasoning to determine who to engage, when to reach out, and why now—all surfaced directly in the tools where Ramp’s reps already work.
Key Outcomes and Use Cases
01 — Intelligent Outbound - Why You, Why You Now
Using Actively AI, sales reps start each day with a curated list of high-propensity accounts and contacts, complete with specific engagement reasons—such as an approaching contract renewal, a new Ramp integration that solves known customer problems, or accounts matching the profile of recently converted customers.
These insights appear directly within reps’ existing tools, including suggested messaging and conversation points.
02 — Multi-Product, Multi-Persona Precision
Ramp frequently launches new products relevant to a variety of buyer personas. Actively’s AI reasoning models adapt to each solution’s ICP—pinpointing which accounts, pain points, and specific personas best fit each product line and how to strategically multi-thread. Reps can focus on execution instead of sifting through data.
For example, when Ramp introduced its Procurement product, Actively AI analyzed calls, emails, and past interactions to locate accounts that had previously discussed centralized purchasing. By handling this complexity on behalf of the reps, Actively AI delivered “why you, why you now” hypotheses for these targets—saving reps hours of manual research and driving faster, more targeted outreach.
03 — Operationalizing 3rd Party Data
Ramp uses various third-party data sources to track updates like funding announcements, former users, and leadership changes. Previously, these signals remained siloed in custom Salesforce fields.
Actively AI merges them into its reasoning model trained to maximize revenue, creating a 360° view that develops genuine outreach hypotheses rather than generic “Congrats on the funding!” messages.
04 — Dynamic Account Territories
Actively AI’s scoring and intelligence informs territory assignments optimized for upcoming conversions. Instead of static annual assignments, Actively AI continuously evaluates ICP fit, timing, and intent to refine focus areas.
05 — Making New Hires Productive Faster
Ramp onboards new hires monthly, making time-to-productivity critical. Actively AI is part of foundational training, providing relevant accounts, research, and recommended approaches immediately.
Impact
Tens of millions in Additional Revenue, 23% Higher Win Rates vs. Pure Volume
Looking Ahead
Extending Actively AI Across Revenue