Customer Story

How Verkada doubles rep productivity with Actively AI

About Verkada
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.

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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.

“Every single week, prospects should be automatically sequenced into relevant, personalized cadences at the right timing. MDRs should then spend their entire day focusing on call tasks, answering objections/questions via email, and booking high quality meetings. Time should not be spent deciding which accounts to focus on and how to activate them, because machines do that better.”

Dithi Ganjam
Growth Lead, Verkada
How does Actively AI make this a reality? Every single day, Actively’s AI reasoning agents automate the process of:

• Discovering the Best Accounts
  Actively’s models are trained on Verkada’s Closed Won data and analyze technographic, firmographic, and intent data to determine which accounts are the best fit for Verkada.
• Identifying the Best People
  By intelligently and dynamically learning the ICP, Actively can identify the best prospects within the CRM and verify their job status. Using the ZoomInfo API, Actively’s prospecting agent can also automatically pull more ICP fit contacts that aren’t already in the CRM.
• When to Reach Out
  Actively agents process the millions of valuable data points locked up in call transcripts, Outreach email replies, call dispositions, and Salesforce notes to determine when the right time is to engage/re-engage a prospect. For example, if prospects requested a follow up at a specific time or were waiting on a specific feature integration, Actively can surface those people up at the right time.
• What to Say
  Actively’s AI email writer can auto-personalize sequences based on its ability to extract information from the various internal data sources, referring to what was mentioned in prior interactions. For pure cold leads, Actively AI intelligently segments recommendations by industry and persona specific value propositions so they can be applied to relevant sequences.

"Actively AI delivers us the best leads and email copy every single day. We trigger sequences through Outreach, our MDRs wake up to call tasks and monitor their email inbox for replies, and this books tons of high quality meetings."

Michael Beisheim
Data Science Manager, Verkada

THE PAYOFF

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.

"My reps are waking up to a list of clean contacts and companies, don’t waste hours on research or prospect verification, and are able to personalize at scale."

David Betty
MDR Program Director, Verkada

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