How Charlie uses Ripe to book 33%+ more qualified meetings, without adding headcount.
When you have a steady flow of inbound signups, those using your product should be in your pipeline. That’s exactly what Ripe does for CharlieHR, bringing users who are ready to buy within the first month.
About Charlie
CharlieHR is a rapidly growing HR platform designed to simplify how small businesses manage their people. The platform prioritizes accessibility and efficiency, offering tools tailored to the unique needs of startups and SMBs.
Revenue Opportunity Hidden in Plain Sight
Florence Woodfin, Head of Sales at CharlieHR, saw untapped potential within the high volume of inbound self-serve signups that could become paying customers. The team had tried various approaches, including email follow-ups, engaging these users with marketing activities, enabling on-page chatbots, and keeping them updated on product news - yet with limited success. Moreover, each attempt took significant time to plan and execute, often diverting resources away from core sales activities.
With the added pressure from investors to meet revenue goals while keeping spend levels unchanged, it was clear that a different approach was needed.
Solution: Empowering Sales Through In-Product Outreach
Ripe offers a fresh way to handle the inbound pipeline, redefining how leads are qualified and pursued. The solution simplifies the process. It enables personalized messages at the right time, effectively prompting prospects to connect with Sales. Now, speed to lead is a predictable 60 seconds, ensuring no opportunity is missed.
Give Every Lead the Attention it Deserves
With Ripe, every sign-up gets the attention it deserves, at scale. Each new sign-up is automatically enriched with third-party data and continuously qualified based on user behavior. Leads actively exploring the product get ongoing, personalized video messages from the relevant salesperson, delivered directly in-product, with guidance and an option to book a meeting with Sales. Whenever promising opportunities are identified - based on the user's fit to ICP and their in-product behavior - the right team member gets an alert to follow up with a personalized outreach.
The team can now skip the guesswork and focus on the leads that matter most. Best of all, Ripe runs on its own with no need for ongoing inputs. Slack pop-ups simply let Sales know when it’s time to take action, and qualified meetings go straight into their calendars. The team is impressed by the clear visibility into their prospects using the product, while the Head of Sales appreciates that efforts are allocated and coordinated in a way that makes sense. This is a tangible shift - from chasing opportunities to letting users who are ready to buy come to the team directly.
Joshua Hardy
SDR Manager, Charlie HR
Results: Major Revenue Gains Achieved in Just Weeks
As soon as CharlieHR is live with Ripe, the tool begins gathering data that later translates into additional revenue for the business. Every piece of user behavior is analyzed to create a process that helps Sales hit their targets faster. Each time a personalized message from Sales appears in-product, the team gets closer to converting a lead into a paying customer. The results are immediate. After the first month, the Sales team felt like Ripe had become an invaluable, hard-working member of their team. This collaborative dynamic remains just as strong today.
More Qualified Meetings, Higher Trial-to-Paid Conversions
The results speak for themselves - and all is achieved without adding extra headcount. Individual salespeople see a clear impact on their ability to hit quota, while the Sales leader is confident the new GTM process is strategic and maximizes every minute of the team’s time.