How Unify generated $40M in annualized pipeline in less than 12 months

Empowering lean revenue teams to scale outbound and close more deals

Unify was built to address a core pain point for revenue teams: how time-consuming and convoluted it is to run outbound workflows. Between researching prospects across different data sources, acting on intent, and drafting emails, outbound can quickly take over most of the team's bandwidth. As a result, their ability to nurture relationships with leads and close deals quickly diminishes.

Our mission to revolutionize outbound workflows with AI and automation was what inspired current Growth and Business Operations Lead, Garrett Wolfe, to join us. Wary of the tool sprawl and one-to-one manual workflows that he saw from other players in the go-to-market space, he found Unify’s UX focus refreshing and unique. Unlike other GTM companies, Unify was building a consumer-friendly, signal-driven outbound engine — that any revenue team could leverage.

And, as our first dedicated business hire, Garrett was in a unique position: He would become a power user of this product. To keep up the growth momentum after Unify's seed round, Garrett set a goal to book as many meetings as possible. Armed with our powerful platform, his team quickly scaled results and achieved the associated goals, without adding headcount.

"Times have changed, and GTM has become more of an engineering problem than a sales one. The sales teams of the future need to create an engine that books meetings and frees them up to focus on closing deals. And thankfully, Unify is at the cutting edge of this tech." 

‍

Automating outbound with actionable intent signals

Within just a few months of Garrett's arrival, he and the extended growth team generated significant pipeline growth using Unify.

Because Unify integrates with key data sources — including 10+ built-in intent signals, CRMs, G2, and more — Garrett has 360-degree visibility into his warmest prospects. Whether it's a new hire in his ICP, a champion who's previously used Unify but moved companies, or a frequent website visitor exhibiting strong intent, the number of signals for Garrett to analyze is virtually endless.

With this information on hand, Garrett uses intent signals to deploy two to three Plays per week. For example, using Plays, Garrett can:

• Send automatic email and LinkedIn outbound to high-intent users who’ve viewed Unify's website multiple times. 
• Reach out to people opening and clicking our emails or interacting with our CEO Austin Hughes’ LinkedIn posts — on autopilot
• Point the business development team to the warmest leads with the highest intent so they can manually outbound to them via cold-calling or email.

"Once you set up a Play, you can just sit back and let it work," Garrett says. "But even though they're so low-lift, every Play we've implemented has generated a steady stream of meetings."

And Garrett knows this because Unify's user-friendly dashboards make outbound ROI abundantly clear. In fact, after he sets up a Play, any team member can instantly monitor crucial performance metrics like open and click-through rates. Most importantly, Unify's analytics give them high-level visibility into where the most leads come from and how much pipeline each Play generates. 

"Unify's intuitive platform is designed so any team member can use it. Users can easily generate and track ROI without sifting through bloated spreadsheets."

‍

Massive pipeline growth, tangible time savings, and a quarter of closed won revenue

With Unify, Garrett and his team turned automated outbound into a core driver of pipeline and growth. They continue to set the bar higher, achieving 10%+ monthly growth or more on every goal.

The best part? Outbound now takes only half of Garrett's time. With Unify's platform reliably prospecting and outbounding for him, he has plenty of capacity for other crucial tasks — like managing the company's growing revenue stream. The revenue team has similarly reclaimed the bandwidth to do what they do best: close deals.

With Unify’s tooling, our team has powered $40M+ in annualized pipeline to date, comprised 22% of closed won revenue, and cut the time spent on warm outreach in half. A single website intent play even generated a 20x increase in meetings in under a year.

"Unify doesn't replace your BDR workflow; it enhances it. The platform is so efficient that companies can scale from infancy to IPO on leaner revenue teams than ever before."

‍