in quarterly Pipeline with <10 reps
new meetings / month
Rep Productivity
David Betty
the company
One Integrated Physical Security Platform
Verkada develops cloud-based building security and operating systems, using machine vision and AI. Verkada serves over 24,000 customers, has raised >$400M in funding, and has over 1,800 employees globally.
The Challenge
Scaling Pipeline Generation Efficiently
Verkada leadership always cites the importance of growing as fast as possible, as efficiently as possible. As a result, their growth + demand generation team faces very lofty pipeline goals that continue to increase each quarter and has to figure out how to do more with less.
The team conducted internal analysis and found that sales reps spend 15+ hours a week deciding which accounts and contacts to focus on, reading through any prior interactions (ex. Outreach email replies, Closed Lost notes, etc.), researching accounts, and then crafting an email for that specific persona/industry/account.
To maximize pipeline per rep, Verkada concluded they need to:
minimize the time spent researching who to contact and why, and
maximize the time that sales reps engage with quality prospects
The solution
How Actively AI Transformed Verkada's Outbound Strategy
To achieve this goal, Verkada partnered with Actively AI to future proof their outbound motion across their mid-market and enterprise growth team.
How does Actively AI make this a reality? Every single day, Actively’s AI reasoning agents automate the process of:
Discovering the Best Accounts
Identifying the Best People
When to Reach Out
What to Say
the Payaoff
Increasing Rep Productivity & Multi-Channel Pipeline
Dithi finds Actively AI to be one of the highest ROI tools in Verkada’s robust technology stack.
Pipeline
This program drives $14M in quarterly pipeline for the mid-market segment... with fewer than 10 outbound reps!
Productivity
2x rep productivity with Actively. ~250 meetings are booked a month, almost 25 per rep. To book that sort of volume without Actively AI's engine, that process would likely require almost 20 productive SDRs averaging ~10 qualified meetings a month.
Multi-channel
Furthermore, Verkada enrolls the top Actively AI scored leads + accounts into an ABM program, leveraging direct mail and strategic outreach, to further boost pipeline and align sales & marketing effort.
