Outreach Case Studies Scaling Seller Effectiveness: A Case Study on BetterUp's Accelerated Mission

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	Scaling Seller Effectiveness: A Case Study on BetterUp's Accelerated Mission Outreach

Scaling Seller Effectiveness: A Case Study on BetterUp's Accelerated Mission

Outreach

Applicable Industries	Education
Applicable Functions	Product Research & Development Sales & Marketing
Use Cases	Demand Planning & Forecasting Time Sensitive Networking
Services	Training
Challenge	BetterUp, a platform that combines coaching with behavioral science and AI to improve workforce well-being, adaptability, and effectiveness, was experiencing rapid growth, with a year-over-year increase of over 100%. This growth led to a surge in inbound demand, particularly from leaders who had never previously considered a well-being solution. To win these new deals, BetterUp's sellers needed to consistently present themselves as empathetic educators and trusted partners. The challenge was to quickly define effective activities for interacting with these new personas and distribute these insights to the field without introducing any friction into the sellers' already busy schedules. Robert Thompson, BetterUp's Director of Sales Development, was tasked with finding a solution that would help his team keep up with the inbound demand and continue to optimize their workflows as BetterUp continued to grow. Read More
About Customer	BetterUp is a platform that combines world-class coaching with behavioral science and AI to deliver personalized behavior change and improve the workforces well-being, adaptability, and effectiveness. It has the world's largest network of over 3,000 coaches offering support in 46 languages across more than 90 countries. The modern workplace is evolving, and now more than ever, organizations are investing in the mental wellbeing of their employees. Leaders in these organizations want to help their teams navigate through uncertainty and thrive in their workplace. That's why they're turning to BetterUp. In the past few years, BetterUp has been growing by more than 100% year over year. Read More
Solution	BetterUp chose to use Outreach Engage to streamline its sales workflows, enabling sales reps to focus on the highest-impact prospecting activities. With Outreach orchestrating their workflows, BetterUp's Sales Development Reps (SDRs) could execute more activities and reach leads faster. The solution reduced the time spent on manual tasks and provided more access to real-time insights, allowing SDRs to hone their craft and consistently execute high-impact activities. They were able to delve deeper into Outreach-native metrics like call-connect rates and sequence effectiveness. Outreach also provided sales leaders with visibility into what was working best and helped them coach their reps towards activities known to advance prospects through deal stages. Even with remote team members, Outreach empowered teams to have more moments of collaboration and celebration. Read More Log in to view content
Contents

Applicable Industries

Education

Applicable Functions

Product Research & Development

Sales & Marketing

Use Cases

Demand Planning & Forecasting

Time Sensitive Networking

Services

Training

Challenge

BetterUp, a platform that combines coaching with behavioral science and AI to improve workforce well-being, adaptability, and effectiveness, was experiencing rapid growth, with a year-over-year increase of over 100%. This growth led to a surge in inbound demand, particularly from leaders who had never previously considered a well-being solution. To win these new deals, BetterUp's sellers needed to consistently present themselves as empathetic educators and trusted partners. The challenge was to quickly define effective activities for interacting with these new personas and distribute these insights to the field without introducing any friction into the sellers' already busy schedules. Robert Thompson, BetterUp's Director of Sales Development, was tasked with finding a solution that would help his team keep up with the inbound demand and continue to optimize their workflows as BetterUp continued to grow.

About Customer

BetterUp is a platform that combines world-class coaching with behavioral science and AI to deliver personalized behavior change and improve the workforces well-being, adaptability, and effectiveness. It has the world's largest network of over 3,000 coaches offering support in 46 languages across more than 90 countries. The modern workplace is evolving, and now more than ever, organizations are investing in the mental wellbeing of their employees. Leaders in these organizations want to help their teams navigate through uncertainty and thrive in their workplace. That's why they're turning to BetterUp. In the past few years, BetterUp has been growing by more than 100% year over year.

Solution

BetterUp chose to use Outreach Engage to streamline its sales workflows, enabling sales reps to focus on the highest-impact prospecting activities. With Outreach orchestrating their workflows, BetterUp's Sales Development Reps (SDRs) could execute more activities and reach leads faster. The solution reduced the time spent on manual tasks and provided more access to real-time insights, allowing SDRs to hone their craft and consistently execute high-impact activities. They were able to delve deeper into Outreach-native metrics like call-connect rates and sequence effectiveness. Outreach also provided sales leaders with visibility into what was working best and helped them coach their reps towards activities known to advance prospects through deal stages. Even with remote team members, Outreach empowered teams to have more moments of collaboration and celebration.

Impact #1	The implementation of Outreach Engage has not only streamlined BetterUp's sales workflows but also empowered the sales reps to focus on high-impact prospecting activities. The solution has enabled the sales reps to execute more activities and reach leads faster, thereby increasing their efficiency. With less time spent on manual tasks, the reps have been able to hone their skills and consistently execute high-impact activities. The solution has also provided sales leaders with visibility into what's working best, enabling them to coach their reps more effectively. Even with remote team members, Outreach has fostered collaboration and celebration within the team. The increased pace of learning has kept BetterUp's entire go-to-market organization agile and innovative, changing people's personal and professional lives with every deal closed.

Impact #1

The implementation of Outreach Engage has not only streamlined BetterUp's sales workflows but also empowered the sales reps to focus on high-impact prospecting activities. The solution has enabled the sales reps to execute more activities and reach leads faster, thereby increasing their efficiency. With less time spent on manual tasks, the reps have been able to hone their skills and consistently execute high-impact activities. The solution has also provided sales leaders with visibility into what's working best, enabling them to coach their reps more effectively. Even with remote team members, Outreach has fostered collaboration and celebration within the team. The increased pace of learning has kept BetterUp's entire go-to-market organization agile and innovative, changing people's personal and professional lives with every deal closed.

Benefit #1	BetterUp has been growing by more than 100% year over year.
Benefit #2	With Outreach, BetterUp's SDR team reduced the time it takes to respond to leads while maintaining conversion rates.
Benefit #3	The pace of learning throughout the organization has increased.

Benefit #1

BetterUp has been growing by more than 100% year over year.

Benefit #2

With Outreach, BetterUp's SDR team reduced the time it takes to respond to leads while maintaining conversion rates.

Benefit #3

The pace of learning throughout the organization has increased.

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Overview

Scaling Seller Effectiveness: A Case Study on BetterUp's Accelerated Mission

Operational Impact

Quantitative Benefit