Case Study: Smartly.io grows outbound pipeline generation from 5% to 70% in two years with LeadIQ
Key results
The challenge
When Stanton Quan joined Smartly.io as Global Head of Sales Development, outbound accounted for just 5% of pipeline generation. The team lacked a global outbound prospecting process and relied on an inaccurate, time-consuming internal data source.
The solution
Smartly.io built a standardized outbound motion its regional SDR teams could follow and integrated LeadIQ to identify accurate contact data and sync it into the workflow in a single click rather than five minutes.
“LeadIQ has become a name associated with prospecting at Smartly.io. We talk about it in the same way we do Zoom or Slack in terms of importance.”
SQStanton QuanGlobal Head of Sales Development, Smartly.io
The results, in context
LeadIQ reports that Smartly.io shifted from 5% to 70% of pipeline generated through outbound prospecting over two years and increased average deal MRR by 40%. The global SDR team now generates 70% of its pipeline through outbound prospecting.