How to Accelerate Pipeline As A HR SaaS
(with a focus on the APAC region)
This is a use case feature of our AI SaaS user.
Context
The Regional Account Director of an established employee experience SaaS platform approached us to help with his pipeline generation efforts.
He covered multiple markets in APAC and needed to improve his pipeline generation efforts for the 2nd half of the year.
With a fairly large regional territory to cover, he needed to find ideal accounts to prioritise for outreach.
Before he used our product, this was his current approach to generate new pipeline:
Asking for referrals
Leveraging field events
Using ChatGPT to find potential good fit personas
Using LinkedIn Sales Nav to find and contact prospects
For referrals and field events, those are definitely avenues that we cannot replicate.
However, what we can improve is his process to finding qualified prospects.
So, we posed this question to him:
If you had all the time in the world to do your research, what would you look out for?
Here’s what the Regional Account Director said:
Filter for ideal customer profile (ICP)
Check for organisation news
Check if there’s an executive priority on employee engagement or related business outcomes
Read through their financial and sustainability reports to find hints
Keep a lookout for digital transformation initiatives
Check if new hires have history of leading digital transformation initiatives
Validate for presence of Google Suite as a tech stack
Listen to podcast interviews for potential mentions
Needless to say, it’s a ton of work!
And that’s just for one account…
New Process (with Our AI Sales Intelligence Agents)
Using the information provided by the Regional Account Director, we configured a custom AI agent to help him find these accounts and custom data points.
This is an interesting use case, and we’re still optimising the outputs, but here’s the initial feedback:
The most important thing is to filter down to the most important insights because as it stands, I already have a lot of quantity of insights.
With the custom insights for each account provided by our AI agents, he can run personalised sequences to all these accounts instead of generic, templatised ones.
Now, on an ongoing basis, he’ll receive a new list of qualified prospects he can prioritise for outreach — complete with key insights for conversation starters.
Interested to learn more about our AI Sales Intelligence Agents?