We booked 50 discovery calls in October with SaaS revenue leaders
Their companies were doing anything from $5 to $100 million in ARR, and they were all buying into the idea of engaging with users that are ripe for sales. Naturally, they would all ask us us the same ONE question, without fail:
"What's the result I can get with Ripe? How do we know this is working?"
Good questions deserve good answers :)
First, a bit of context: We've helped over 30 businesses in the last 12 months to implement their real-time engagement engines, booking thousands of meetings with end users and adding millions of $ in ARR. We've now got a good idea of what good results will look like.
But before we dive into the numbers, let's clarify a common misconception:
Real "product-led sales" is not about just doing outbound to your website visitors, or blasting more emails to certain segments of your user base.
In fact, it's a full-funnel approach that includes data enrichment, segmentation, routing, engagement — across multiple channels.
So, though the approach is quite sophisticated. Will the results be straightforward?
Answer: (in pseudo-english Swedish) YESBOX!
Here are 3 direct signals to know that you are succeeding:
Signal 1) Direct bookings in your reps' calendars (= pipeline)
For a company with 500+ signups a month, applying real-time engagement will at least double your connection rates compared to legacy email/phone playbooks. This results in more direct bookings and opportunities created.
Signal 2) Your response rates will increase.
Email as a channel is getting harder and harder. I'm not saying that it's dead.
But just looking at our own numbers, doing any form of email outbound is around five times harder than it was 3 years ago.
If you're instead able to engage with users in a way that's timely, relevant and meaningful to them, you will cut through all the noise, and the response rates of whatever you're doing today will increase drastically.
Signal 3) Activation and conversion rates will go up.
Just ask the product/activation teams that just spent half a year building a best-in-class user onboarding, and they will know that 50%-70% of ICP users will still get stuck for unknown reasons.
No matter what stage you're at as a company: The more users you speak to, the more will activate and convert. This is not news to anybody.
And of course, last but not least... You'll have more engaged customers, build stronger relationships with them, decrease churn, and see a long-term increase in retention.
This is where the big returns add up, though it might take a few quarters to see it in the numbers.
So the tl;dr:
Immediate pipeline growth in the short term,
happier customers in the long term :)
