Recharge BDRs Crush Quotas Booking Meetings Using Unify Intent

Recharge, a rapidly growing subscription platform, faced a common challenge in B2B sales: effectively leveraging high volumes of website traffic to drive pipeline growth. Despite using Clearbit Reveal to identify website visitors, Recharge struggled to translate this data into actionable sales opportunities.

"We had a goldmine of intent data from our website, but we couldn't efficiently turn it into pipeline," said Evan Rosenstein, Head of Growth at Recharge. "Our reps were drowning in notifications, many from unqualified accounts, and we couldn't keep up with the volume without sacrificing personalization or speed."

The key issues Recharge faced included:

1. Noise from unqualified accounts cluttering notification feeds
2. Inability to achieve 100% coverage of intent signals from qualified accounts
3. Slow speed-to-lead due to manual processes
4. Difficulty aligning outreach with account ownership and engagement rules

Recharge implemented Unify to transform their approach to intent-driven outreach. Unify's platform allowed Recharge to:

1. Build robust filters using CRM data and Unify's native data to minimize noise and focus on qualified accounts
2. Automate personalized outreach aligned with team structure and engagement rules
3. Seamlessly combine intent signals with CRM data for improved visibility into high-intent accounts
4. Streamline the process of actioning on website intent, reducing manual effort

"Unify gave us the tools to turn our website traffic into a powerful pipeline generator," Evan explained. "We can now automatically engage with qualified prospects at scale, without sacrificing the personalization our sales approach requires."

Unify Plays Run:

• When a company associated with a closed lost opportunity visits their website, Recharge prospects for leaders in CX and CS, Retention & Loyalty, and eCommerce and automates outbound to them
• Recharge utilizes website intent data to prospect for and reach out to ICP decision makers at companies that are not yet in CRM in industries of interest.
• Recharge also uses specific page views (pricing, retain, product) within free-trial accounts that haven’t moved thru the buyer funnel to automate outbound to decision makers and get them to enter the buying process. 

By leveraging Unify's intent-driven outreach capabilities, Recharge achieved significant improvements in their sales process. The BDR team has also used website visitors and email engagements on Unify to surface the warmest leads and then subsequently call them. This has resulted in the BDR team exceeding their quota and generating many new meetings for Recharge.

Additionally, Recharge successfully generated incremental pipeline from previously untapped segments and enhanced overall sales rep effectiveness through improved visibility into high-intent accounts. 

"Unify has been a game-changer for our outbound strategy," Evan concluded. "We're not just generating more pipeline; we're doing it more efficiently and with better targeting than ever before. It's become an indispensable part of our sales tech stack."