sales_outreach · saas · workflow
GoTo increases pipeline coverage 10x with Outreach Agentic AI platform
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.
How it works
Common implementation structure
How this type of workflow is generally built, generalized across documented cases — not tied to any one vendor's stack. Click any stage to read what happens there. Specific products that implement these stages appear in “Tools commonly seen” below.
Stage 1 · Sellers execute from single platform
GoTo's global team of AEs and BDRs execute all of their selling activities from a single platform.
Tools used
OutreachZoomInfo · partnerSalesforce · partner
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.
What failed first
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.
Results
Time savedhuge difference in the amount of time it takes them to complete the same task compared to pre-Outreach
Volume10x
Grounding & classification
Source type: vendor customer story
22 fields verified against source quotes.
agentic workflowpredictive analyticsemailhuman review describedmetric backednamed customerproduction runtime claimedtools describedworkflow describedsoftwareemployee productivitythroughput increasetime savedvendor customer storysales opssales outreachagentic task executiondata sync enrichment