Smartly.io offers a social media marketing tool that simplifies every step of social advertising to unlock greater performance and creativity. The companyâs platform automates creative production and ad buying at scale all under one roof, helping power beautifully effective ads. Its 650+ global customer base includes such names as eBay, Uber, and TechStyle.Â
â
Company size: 500-600 Employees
Primary buyers: VP of Marketing, Head of Demand Generation, Head of Digital, Head of Paid Social
Prospecting tech stack: Salesforce, Outreach, LinkedIn Sales Navigator, LeadIQ, Loom, Alyce, Crunchbase, 6Sense, Gong
Smartly.io had built its business on the back of its inbound leads. Historically, Sales Development Reps (SDRs) received all inbound leads. But when Stanton Quan was brought onto the team as Global Head of Sales Development in 2020, he saw an opportunity for SDRs to make an even more significant impact.Â
Quan recognized that outbound leads only accounted for 5% of pipeline generation, and that the global team lacked a standard prospecting process. SDRs needed to upgrade their prospecting approach in order to have their efforts make more of an impact. âWe needed to go from very reactive to proactive. It was a complete change in mindset,â explained Quan.
Making that leap required more than just a mindset shiftâit meant an upgrade in the teamâs tech stack. Before Quan joined Smartly.io, the team relied on an internal solution to identify contact data. This tool often resulted in missing or inaccurate information, and it was slow: it took as long as five minutes to get one person into Salesforce.
Prospecting team held back by a lack of a global process for outbound prospecting and an inaccurate and time-consuming internal data system.Â
Integrate LeadIQ for its superior global data coverage and ability to connect to current systems.
Shifted from a reactive to a proactive sales approach, resulting in more pipeline and larger deals.Â
After evaluating several vendors, Smartly.io picked LeadIQ as their global prospecting platform. As Quan put it, âWe were confident in our ability to get contact data at a global level [with LeadIQ] in a way that we really struggled with those other providers.â SDRs can now identify accurate contact data and sync it to Salesforce with one click of a buttonânot a five-minute process.Â
One of LeadIQâs most appealing features was the toolâs ability to integrate with preexisting infrastructures such as Salesforce, Outreach, and LinkedIn Sales Navigator. âLeadIQ is the glue that connects some of our systems we use to ensure data hygiene,â said Quan. âIt was the missing piece of our puzzle to connect all our systems.â Â
With the right tech stack in place, Quan went on to build a unified process that each SDR team could follow, no matter their region.Â
By integrating LeadIQ, Smartly.io has transformed how the company generates pipeline and serves its 650+ brands worldwide. Not only is the global SDR team now generating 70% of its pipeline through outbound prospecting, but average deal sizes have increased by 40 percent.Â
Now that SDRs are identifying contact data faster, they can refocus their free time on high-value sales activities that result in more replies. âThe time savings is huge. We can perform a lot more activities now, like personalizing and getting the amount of touches we need to hit our number,â said Quan. âOur outbound engine doesnât exist without LeadIQ.âÂ
Smartly.io and LeadIQ have formed a tight partnership, with Quan providing direct feedback to LeadIQ product managers to help guide the future roadmap. Most recently, the Smartly.io team has begun using LeadIQâs newest capabilities, enabling them to track sales triggers for their target accounts and compose tailored sales emails for prospects in seconds. Â
These two new capabilities are really interesting. They are things that I had brought up as pain points for us. Itâs really cool to see them come together this fast.Stanton Quan, Global Head of Sales Development
LeadIQ Helps WalkMeâs Enterprise Outbound Team Save 1,000 Hours a Quarter.
WalkMeâs Digital Adoption Platform is a code-free software platform that enables organizations to measure, drive...
Clari Calls LeadIQ the Clear Choice for Prospecting.
Revenue is easy to calculate but difficult to predict, and working out the impact of marketing, sales...