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.

"InsideScale is the 'Best in the Biz' for kickstarting your outbound program"

Jake Biskar

Advisor

Jake was an original member of the famous SDR Team at Talkdesk Portland. After being hired and trained by Lou, Jake established himself as an elite team member. He went on to build the SDR program at Rainforest QA, which he scaled to 15 people at its height. Jake has also built successful SDR teams at Testim.io and Flurry by Oath. 

Jake is a key contributor to InsideScale’s iterative process. Between he and Lou, they’ve implemented SDR frameworks at over 20 startups. As a modern operator and product of the system, Jake is a pro at pushing things forward.

Sales development aside, Jake is a proud father of two and loves staying active. From biking to golfing and marathons, Jake is dedicated to maintaining optimal health and wellness.

Loretta Jones

Advisor

Loretta Jones is a leading mind in the field of B2B demand gen marketing. She was the first Head of Marketing at EchoSign (acquired by Adobe) and ran teams at Coveo, Insightly, and CodeSignal before joining Mixmax as CMO in 2018.

Loretta also owns a consulting practice and has collaborated with InsideScale on a few gigs before moving into an advisory role. The Loretta Jones / InsideScale partnership is proof that marketing and sales development are better together. 

Loretta resides in San Francisco and enjoys spending time with her husband and dogs. When they’re not both busy with their tech careers, you might spot them scuba diving in Hawaii, Mexico, or the Caribbean.

Colin McGrew

Consultant

Colin started the famous team at GoodData Portland, where he hired and trained Lou for his first SDR gig. Colin grew the team to 20 people at its height and laid the groundwork for the InsideScale process that’s iterated over the years.

Colin held marketing and closing roles at Keboola and Postano and also founded his own consulting practice. As a Sr. Consultant, he helped SaaStr market their Annual Event and Kixie establish it’s outbound process from scratch. 

Colin resides in Portland, Oregon. In addition to his love for consulting and data-driven sales/marketing, Colin enjoys meditation, studying philosophy, spending time at the river, and barbecuing (when it’s actually sunny).

Sean Ericson

Parter

Sean launched his sales career as a foundational SDR on Lou’s original Talkdesk team and has since implemented sales development frameworks at 4-Tell, 500Tech, and Meetup.

Having worked on 10+ projects since joining InsideScale in January 2018, Sean creates awesome sales ops frameworks and shows reps how to execute efficient, end-to-end workflows. Navigating the complicated matrix of sales stacks and data comes second nature for Sean — and clients tend to love him for it.

Sean is currently based in San Francisco but regularly spends time in New York and London. In fact, he just completed his Masters in International Development at the London School of Economics. His passion for investing in people is expressed daily as a consultant and member of the InsideScale community.

Lou Petrossi

Lou Petrossi

Founder, CEO

Lou began his sales development career as an outbound SDR at GoodData. From there, he built Showpad’s early outbound program as their first US-based SDR (US employee #5). He then went on to lead Talkdesk’s first outbound program as Director (US employee #7). Drawing from these success stories, Lou developed a progressive process that enabled him to found InsideScale (f.k.a Petrossi Ventures).

Since launching in 2016, Lou and the InsideScale team have built sales development frameworks and teams for 20+ startups. He loves building processes that help clients achieve greater professional success and enjoy a higher quality of life. Lou’s goal is to bring as many great products and people to market as possible through InsideScale.

Born in the Bay Area, Lou was raised in a big Italian family and has 10 nieces and nephews. He is passionate about living an organic lifestyle, working out, disc golfing, and seeing live music, which suits life in San Francisco perfectly. 

BRENDON CASSIDY

Advisor

Brendon Cassidy, Founder of Cassidy Ventures, is a respected leader in the insides sales community and popular voice on LinkedIn. He was LinkedIn’s first Head of Sales, took EchoSign from zero to acquisition by Adobe, and served successful stints as VP of Sales at Talkdesk and HackerRank.

At Cassidy Ventures, Brendon has worked with over 40 startups to define their go-to-market strategies and implement tactical execution plans to win around product, marketing, and business development. And, from a sales perspective, Brendon can recruit and hire his own team, define your sales strategy, pitch, and pricing, 

Outside of his many accomplishments, Brendon’s top passion and accomplishment is being a husband and father of two. He also enjoys sports, politics, movies, and fly fishing. 

I’ve worked with InsideScale across several consulting and full time engagements. I’m not sure there are many better for building your outbound strategy.