How Perceptyx added $8.3M incremental pipeline
Rocketbrew partnered with Perceptyx, a leading employee-experience platform, to grow their mid-market and enterprise pipeline. They already served 30%+ of the Fortune 100 companies and wanted to expand mid-market coverage without shifting enterprise headcount.
With Rocketbrew, they were able to book meetings with target accounts from their ICP including major retail and energy companies. The 43% cold meeting to opportunity conversion rate meant they were able to recoup the full cost of Rocketbrew within two months of activation.
Challenge
Perceptyx had a target of $10M incremental pipeline for the second half of the year. To achieve this, they wanted to aggresivley expand into mid market, improve intent data to support the enterprise market and improve outreach coverage of high intent accounts.
Although the SDRs and Account Executives already had best in class tools like ZoomInfo, 6Sense and Outreach.io, they wanted to create more bandwidth to work on strategic enterprise accounts.
To address the capacity constraint, their leadership team wanted to invest in a highly personalized outbound tool that could work alongside their current ABM motion across North American and EMEA.
Solution
Perceptyx deployed Rocketbrew in three phases:
1. Mid market net new outbound
Rocketbrew found, researched and conversed with net new leads and accounts to book incremental meetings into the pipeline. This was a low stakes way of testing the Rocketbrew workflow end to end.
2. Enterprise unassigned accounts
Rocketbrew's scope was expanded to prospect into unassigned enterprise accounts. The AI engine found net new leads and worked existing contacts in existing accounts. This added enterprise pipeline while letting SDRs and AEs focus on the most strategic enterprise accounts.
3. Nurture high intent accounts
Again, Rocketbrew's scope was expanded to prospect into high intent 6Sense accounts. This bridged the gap from MQLs to SALs by giving SDRs three days to work the newest accounts and using Rocketbrew for remaining untouched accounts to improve coverage.
Results
Within the first three months, Rocketbrew autonomously created $700,000 in incremental opportunities and increased top of funnel activity by 37%.
The team is doubling the number of Rocketbrew senders and projected to grow to $14M of annualized pipeline.
Conclusion
Perceptyx implemented Rocketbrew as part of a broader strategy to add $10M of pipeline to the second half of the year. Rocketbrew is projected to make up 40% of this pipeline target and deliver 13x the return on Rocketbrew investment.
Check out how Rocketbrew can work for your organization here.
