Workvivo Case Study
How Workvivo tripled reply rates on Outreach campaigns.
An interview with Richard Mullins, Head of Global Business
Development at Workvivo
The Results
3x Reply Rates
Workvivo’s reply rates on automated Outreach campaigns rose 200-300% after implementing Allegrow to optimize inbox placement.
94% Sender Reputation
Workvivo’s sender reputation rose from 70% to 94%, so reps prospect into the primary inbox instead of spam or promotions folders.
16-Day Implementation
Despite its large number of reps, Workvivo connected all of its rep accounts in 16 days, with the Allegrow team supporting each step.
The Customer
Workvivo is an HR tech platform with more than 1 million employees connecting through it. Its business development team works globally, focused on mid-market and enterprise accounts. Customers include Amazon, VMware, and Mercedes.
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The Interview with Richard Mullins
What Business Challenges Led You To Invest In Allegrow?
Mullins: Nowadays, target buyers’ inboxes have become more competitive than ever, especially if you’re moving up-market. In turn, we noticed from our engagement data (like open rates & reply rates) that ISPs have become far more selective about what emails get inbox placement or go to spam.
With this movement in the market, we saw the clear need to invest in a product monitoring our sender reputation score and improving this in a sustainable way, being a core competency in our business development process.
I strongly believe if you don’t have a product to monitor and improve inbox placement, investment in enablement for your sales team and other technologies like ZoomInfo and Outreach can be wasted because your reps messaging isn’t being seen by even your most targeted personas.
When Looking For A Solution, Why Did You Select Allegrow?
Mullins: After connecting accounts on the platform we started to uncover the data on sender reputation and to see improvements in campaign performance.
I was happy that Allegrow had experience working with similar scaling businesses, and the technology specifically works alongside our sales engagement provider. This, combined with the focus on data quality and an extensive knowledge base, made Allegrow the clear choice.
Honestly, if you do outbound sales or sales campaigns in general - either personalized or automated, you need a product monitoring your email sender reputation score. With all the ISPs cracking down on what emails get inbox placement or go to spam, a tool like Allegrow is the next big thing in the sales tech stack. The team are responsive and work with you to really nail down and make improvements on ensuring your emails are getting inbox placement and not landing in spam or promotion folders.
How Has Allegrow Helped You Meet Your Key Objectives And Goals?
Mullins: With our objectives on the go-to-market side of the business, success is mainly tied to two areas:
Firstly, being able to monitor sender reputation accurately with Allegrow, means we can understand how the changes we make to the go-to-market process impact how often we’re reaching the primary inbox. This means our inbox placement is less of a guessing game, so we can be proactive rather than reactive when it comes to keeping our outbound emailing efficient.
Secondly, having a sustainable platform to help improve sender reputation while running outbound email campaigns was key to reaching the engagement rates our SDRs need to drive pipeline and hit our overall targets.
What Results Have You Seen Since Implementing Allegrow?
Mullins: With Outreach campaigns, we’ve seen our reply rates increase by 200-300% using Allegrow to optimize inbox placement. Over the same period of this improvement, we’ve also seen Allegrow has taken our sender reputation score from between 50% - 70% to currently 94%.
Stop bad contacts before your reps send to them
Bounces and risky contacts are what damage sender reputation. Allegrow verifies every contact before it's sent with conclusive valid/invalid results, including catch-all domains and addresses behind Proofpoint and Mimecast that other verifiers mark as “Unknown.”