Tenable achieves sales and marketing alignment using Groove for blitz campaign execution
Rolling out sales plays to reps was manual and complicated: Marketing sent raw target lists to dozens of reps who then had to find their own accounts and decide what to do. Marketing had no visibility into whether reps followed through on the plays.
Groove centralized campaign templates and target lists so reps had everything needed for blitz days, enforced communication structure and timing, and gave Marketing visibility into which sales plays were driving results, enabling ongoing campaign optimization.
Frequently asked questions
What did this team achieve with this AI workflow?
Groove centralized campaign templates and target lists so reps had everything needed for blitz days, enforced communication structure and timing, and gave Marketing visibility into which sales plays were driving resul…
What tools did this team use?
Groove, Groove Spaces, Salesforce.
What results were reported?
Rep effort to track results: no extra effort for the rep to track results; Campaign optimization capability: optimize campaigns based on which sales plays are driving results (source-reported, not independently verified).
How is this sales outreach AI workflow structured?
Marketing prepares blitz assets → Reps execute blitz plays → AE-SDR attack planning in Spaces → Marketing monitors and optimizes campaigns.