Short-term pain delivers long-term gain
Taplytics provides an intelligent customer experience cloud that helps companies leverage mobile and web experimentation, push notifications, and real-time analytics. With trillions of events processed each month, organizations large and small are turning to Taplytics for data-driven decision making.
In this case study, you’ll learn how Taplytics “tapped” InsideScale to overhaul processes and scale its outbound program.
Scaling outbound
Taplytics had enjoyed some initial success from their junior outbound team. Enough to identify a manager, that is. But, they wanted to scale and lacked the in-house expertise to do so.
Previously, they had tried working with consultants who provided some great ideas, but didn’t actually install a process for scaling their ideologies.
Sound familiar? Well you’re not alone. That is exactly what happened to Taplytics.
Needing help from a true practitioner, Taplytics brought us in to build the process and coach their SDR Manager to run the operation. Andrew Norris, Co-Founder & COO of Taplytics had this to say about the InsideScale experience:
“What impressed me about InsideScale was their ability to drive the team toward bigger numbers and implement tools and processes that fit perfectly into our sales ops structure and culture. InsideScale’s consultants are true operators.”
Hitting the reset button
Early on, it was clear to us that Taplytics suffered from an activity problem, partially due to previous ideologies and inefficient sales operations. We worked with the team’s manager to create territories and implement better tools / workflows, which immediately helped Taplytics prospect faster.
Then, we set our sights on showing the team how to personalize at scale.
Personalizing at scale
Taplytics’ outbound team spent too much time customizing individual emails in manual campaigns. The messaging focused too heavily on personalization (e.g., ‘How’s the weather?’) and lacked account relevance, but the team was scared to move away from it. This was a massive mental hurdle to overcome, so we built out a robust reporting suite to help their SDR Manager manage to the new metrics.
Week after week, the team slowly worked toward a higher level of activity and quality. Numbers increased due to better workflows and messaging that demonstrated relevance. Humanization came via omni-channel workflows, where the team got more chances to personalize on videos and calls.
In three short months, our team had completely overhauled an underperforming process, coached up a first-time manager, and developed an infrastructure that was completely scalable.
As SDR Manager Shiv Patel said:
“InsideScale brought with them a process and perspective that admittedly took adjustment from our original outbound strategy. Fast forward to today, and that process is still producing consistent results – and we haven’t looked back since. Thank you guys!”
Go with a true practitioner
Scaling your pipeline and outbound team requires the touch of a true practitioner. As we’ve witnessed with Taplytics, matching the right consultant with a hard-working, coachable team produces long-term results that maximizes the value of outbound.
Message us at hello@insidescale.com to start a conversation about your outbound SDR process.
