‍Problem

Elba wanted to scale their US outbound pipeline by tracking new executives who recently joined their target accounts. This delay in engagement meant that Elba couldn't establish an early foothold, putting them at a disadvantage compared to competitors. As a result, Elba struggled to influence purchasing decisions and foster relationships with key stakeholders within these organizations.

While deep diving into this issue, Karl saw they needed LoneScale because:

• Manually capturing New Hires was unscalable
• Natively integrating Hubspot would increase adoption and results
• More than 70% of opportunities were missed

Solution: Using New Hires sales signals to establish relationships

Tracking New Hires enabled Elba to stay informed about organizational changes and identify key decision-makers entering target accounts. This knowledge allowed them to strategically time their outreach efforts, facilitating early engagement with executives and influential individuals, which in turn enhanced their capacity to guide purchasing decisions and cultivate valuable relationships within these organizations.

Unexpected Benefit: New Hires joining current open opportunities

Elba discovered that 23% of the New Hires identified within our target accounts were already associated with accounts we were actively engaging with. Awareness of these New Hires enabled us to seamlessly integrate them into ongoing conversations and proactively demonstrate their value proposition. They used this information to multi-thread the account and retargeted them with ads, strategically addressing the new participants to mitigate potential disruptions and maintain the momentum of our ongoing deals.

Business Impact

In the first week of their New Hires initiative, one of their SDRs booked three meetings. This shows the strategy's effectiveness in using insights about recent hires in their target companies to swiftly secure valuable connections with key decision-makers.

‍