Sales outreach · Production

GoTo increases pipeline coverage 10x with Outreach Agentic AI platform

The problem

GoTo's previous sales engagement tool relied on manual processes that were cumbersome to maintain, resulting in poor seller adoption, incorrect content usage with the wrong personas, and insufficient data for managers to evaluate pipeline coverage or quota attainment.

First attempt

GoTo's sellers did not fully embrace the previous sales engagement tool because it was burdensome to maintain; the resulting adoption gap left managers without the data needed to evaluate rep performance or trust pipeline figures.

Workflow diagram · grounded in source
1
Sellers execute from single platform
trigger
“GoTo's global team of AEs and Business Development Reps (BDRs) execute all of their selling activities from a single platform”
2
AI orchestrates pipeline workflow
ai_action
“with Outreach orchestrating their pipeline creation and management workflow, they're set up to execute the right activities at the right time”
3
AI prioritizes best engagements
ai_action
“provides sellers with insights that help them prioritize what types of engagements have the best chance of closing”
4
Auto-sync activities to Salesforce
integration
“Outreach also automatically syncs every single email, phone call, and LinkedIn request back to Salesforce”
5
Content Committee refreshes messaging
feedback_loop
“the Content Committee strategically updates messaging based on changes in the market, updates to their product, and feedback from the field”
6
Manager coaching via insights
output
“Sales managers also use Outreach's insights to make data-driven decisions and provide specific coaching to individual reps”
Reported outcome

GoTo increased pipeline coverage by 10x, sellers now execute tasks faster and with more precision, and sales managers have the confidence to make data-driven coaching decisions at every stage of the deal cycle.

Reported metrics
Pipeline coverage10x
Task completion timehuge difference in the amount of time it takes them to complete the same task compared to pre-Outreach
Meetings booked with right buyersmore meetings being booked with the right buyers right away
Reported stack
OutreachZoomInfoSalesforce
Source
https://www.outreach.io/resources/stories/goto-customer-story
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

GoTo increased pipeline coverage by 10x, sellers now execute tasks faster and with more precision, and sales managers have the confidence to make data-driven coaching decisions at every stage of the deal cycle.

What tools did this team use?

Outreach, ZoomInfo, Salesforce.

What results were reported?

Pipeline coverage: 10x; Task completion time: huge difference in the amount of time it takes them to complete the same task compared to pre-Outreach; Meetings booked with right buyers: more meetings being booked with the right buyers right away (source-reported, not independently verified).

What failed first in this deployment?

GoTo's sellers did not fully embrace the previous sales engagement tool because it was burdensome to maintain; the resulting adoption gap left managers without the data needed to evaluate rep performance or trust pipe…

How is this sales outreach AI workflow structured?

Sellers execute from single platform → AI orchestrates pipeline workflow → AI prioritizes best engagements → Auto-sync activities to Salesforce → Content Committee refreshes messaging → Manager coaching via insights.

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