CharlieHR implemented Ripe to engage users more effectively, resulting in a 16% increase in qualified meetings and a 20% rise in trial-to-paid conversions.
Situation
Meet Florence Head of Sales at CharlieHR, a rapidly growing HR software start-up. Florence faced a typical challenge. “How do we accelerate revenue growth without increasing the GTM team headcount?”
She had a steady flow of inbound self-serve signups at her disposal. She had also learned from previous efforts that meeting face-to-face with new signups was a sure way to increase their likelihood of converting.
But the full team had already done their homework, and there was no obvious low-hanging fruit to start with. They naturally emailed new users immediately and tried to follow up if they saw any movement. Marketing and Product did their part via campaigns, tutorials and chatbots as well.
Solution
Enter Ripe, by opening a new channel for the sales team they could engage the right prospects at the perfect time - while using the product. Charlie’s sales development team now had real-time visibility into their user base including how users interact with their platform. This enabled much more personalized and better-timed ways to reach out to them,
With Ripe, Charlie started:
Continuously enrich and qualify all new sign-ups
Route promising cases to the right team member in real-time
Engage with users via pre-recorded and live video in-app
And the team loved it!
Joshua Hardy
SDR • CharlieHR
Impact
Within a month the team saw how Ripe enabled their own product as a brand new channel for the team and that their data-driven sales approach was quickly bearing fruit!
Florence Woodfin
Head of sales • CharlieHR