How we drove 150% more leads for a $1B company

The challenge

A $1 billion SaaS company needed to maintain 30%+ annual growth, but they needed help scaling their existing processes to maintain that pace.

Our solution

We shifted them to an account-centric strategy, integrated their tech stack with multi-source intent data, and automated manual processes to personalize engagement and streamline the buyer experience.

The results

• 150% increase in qualified leads
• 25% increase in appointments
• 3 FTEs reallocated

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Keep reading for the full story of how we delivered these results.

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Helping a $1 billion company drive (even more) growth

Growing a company to $1 billion in recurring revenue is hard. Growing it past that is harder. ​​When Iron Horse started working with this SaaS company, they had a simple question for us: “How do we continue to grow 30%+ a year?”

The Iron Horse solution ‍

Iron Horse helped the company lay the groundwork for continued growth and deliver a more streamlined buyer experience that led to a more than 25% increase in appointments, a shorter time to appointments, and an overall increase in qualified sales ready leads of more than 150%—while saving more than 3 FTEs. Getting there involved shifting to an account-centric strategy, integrating their tech stack—including layering in intent signals from multiple sources—and using the resulting data to personalize engagement with in-market target accounts.

The Iron Horse solution combined precision adjustments across the sales pipeline and included:

• Automating manual work to free up valuable resources to work on more strategic projects.
• Optimizing buyer touchpoints for deeper engagement that progresses buyers on their journey
• Leveraging untapped features of existing technology platforms to streamline data flow
• Training sales reps on how to identify the next best action based on intent signals