How Agilyx added 6 figures to their pipeline with multichannel AI outbound

Background

Founded in 2001, Agilyx is a change-ready technology services firm that delivers business transformation solutions through the implementation of their leading-edge products and world-class services, covering everything from ERP to Professional Services Automation.

The company now runs 9 offices across 5 continents, serving customers in commercial, government, and not-for-profit sectors worldwide.

This is the story of how, after a major structural shake-up, the Agilyx sales team made some savvy technological decisions to transform their operations.

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The challenge

Nicholas Warner joined the sales operations team 
back in 2014, but like many teams, Agilyx underwent
significant structural and operational changes
through the COVID pandemic.

“When I first joined, we had a lot of physical hands in the sales operations team,” Nicholas explains.

“One thing that was a challenge was the fact that different parts of our sales team was scattered over different time zones, which could lead to delays in our pipeline flows.”

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“We also recognized we weren't that sophisticated in terms 
of our go-to-market strategy. We knew we wanted to scale our demand generation from a sales point of view, to be less reliant on our marketing operations for this and give 
our BDRs more power.”

Just before the pandemic hit, the Agilyx team had already made a decision to streamline the team.

“Naturally, this would eventually lead to us using better technology solutions that would help us sustain and keep growing our sales operations.”

“Ultimately, we had to do more with less.”

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The solution

Despite the company’s restructuring, the team was not actively hunting for tools when they came across Amplemarket.

“We’re big Salesforce users and were 
mainly relying on modules in that for our enablement,” 
Nicholas says.“Our CRO received some LinkedIn outreach from one of the Amplemarket founders. It immediately caught our attention because it was something totally different!”

Due to the complexity of their solutions, the Agilyx team were no strangers to lengthy sales cycles, but Nicholas found the discovery experience with Amplemarket to be “really pleasant and streamlined”.

“The product pretty much sold itself we were into demos and saw the immediate benefits of the AI, the cadence capabilities, and the dialer functionality, all in one solution.”

The things that particularly stuck out for the Agilyx 
team included:

• “The Buying Intent Signals, and the fact they’re at a personal level, not account-level. We’ve had a lot of account data before but being able to see exactly who 
we should reach out to is a game changer!!”
• “The LinkedIn automation is really handy. It’s great knowing you can execute things and it’ll get done with
a single click.”
• “The Dialer was very important to us because at the time, Salesforce couldn’t give us a solution that was compatible with the ANZ region. With Amplemarket we could dial numbers for Australia and New Zealand within the platform without integrating another tool.”

“At first we were trying to work out what Amplemarket was; was this like another Outreach? Or a Salesloft? But then we realized it was something totally different that just made sense.”

It didn’t take long for the team to decide that Amplemarket’s all-in-one solution slotted perfectly into their mission to streamline. “It helps that we weren't coming from anything too embedded, and we're a small business at heart,” 
Nicholas explains.

“We can be agile and nimble. We rolled
it out very quickly so our sales reps and BDRs
had control over everything. Amplemarket was 
the perfect ‘sell solution’ for them to run with!”

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The results

It was important to the Agilyx team that the solution 
fit their use case in Australia, especially because the 
region is frequently overlooked by other providers.

“We were very clear in what we 
needed during onboarding, but the Amplemarket team were really accommodating and everything is very high touch to help us keep improving and enjoying fresh updates.”

With an end-to-end solution and more granular activity data, the team quickly saw their processes becoming more sophisticated.

“We’ve never been a high-volume sales team, but Amplemarket has helped us to be more personal at scale,” Nicholas says. “We can segment leads according to previous touches, buying intent and leverage a lot of other available criteria
to create specific campaigns.”

Before Amplemarket, the team had virtually no visibility over their outbound metrics.

Over the past 12 months, the team have managed:

• 9,933 leads through Amplemarket
• 28,125 emails delivered 
• 23,784 LinkedIn tasks
• 3,524 LinkedIn messages
• 7,318 LinkedIn connections
• 6,650 calls

These metrics, Nicholas says, would have been "unthinkable" before.

When it comes to favorite features, Nicholas highlights: “being able to pull CRM reports into Amplemarket! We used to use a basic cadencing tool and had to filter leads manually, so having an all-in-one tool that does it for you is great.”

And the biggest benefit of Amplemarket?

“What really drew us to Amplemarket was the
fact that it’s a one-stop-shop. The money we’ve invested in the tool is a fraction of what we would have paid to increase headcount, plus we’ve been able to turn off our other LinkedIn and cadencing tools. The consolidation and cost savings have been major.”

Amplemarket also allowed Agilyx to maximize their results without worrying about personnel.

“We probably saved about $100K per year because we could scale with what we had rather than hiring and training people from scratch.”

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The conclusion

Agilyx might not have gone looking for Amplemarket, but as Nicholas tells us, challenging the status quo is sometimes the best thing a business can do.

“When you look at everything we were doing before – dialing, recording notes, transferring data manually – it’s obvious that we had to find a better way to do things.”

“It doesn’t even have to be a trade-off between investing in your people or investing in tools. The better your tools, the more confident and successful your people will be.”

“We’ve gone from the abacus and chalkboard to the Ferrari of automation!”

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Learn more about Agilyx Group's change-ready technology services here and follow them on LinkedIn!