Case study

How Flourish used OneShot to impact in-month pipeline by 2.1X

Flourish_logo.png

Industry: Software

Headquarters: London, UK

Founded: 2016

Key Outcomes

  • Onboarded 7 reps to adopt Oneshot in 30 minutes 

  • Increased net new connections by 300% and social selling activity by 170%

  • Saving 2 hours per day on personalization

  • Adding 1 new meeting per week using OneShot

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Customer Story

Flourish empowers businesses to tell beautifully responsive and interactive stories through data visualization.

Their fast and flexible visualization studio is sold to a range of verticals across government, healthcare, education, technology and newsrooms - any company that wants to bring their data to life in an exciting and engaging way.

A disconnect between what’s visible and what possible pushed Flourish towards AI

The Flourish sales team knows exactly where to focus its energy. With a clear view of their ICP and what personas respond well to their messaging, this has led them towards progressively expanding outreach on LinkedIn as a natural extension to Sales Navigator targeting.

The problem was, in the messages being sent out to prospects on LinkedIn there was usually a disconnect between the level of specificity achieved in targeting and the level of personalization required to successfully optimize response rates. Where personalization occurred, it was still mainly with email.

Part of the reason for this was twofold. For one, successful personalization takes a lot of time, as any SDR will ruefully tell you, and two, the LinkedIn platform isn't great for organizing follow-up, which means it's easy to lose track of opportunities to further the conversation, and that in turn risks leaving customer money on the table.
 

"Reps that continue to send blank connection requests without followup are missing out hugely on potential conversations, and that means stifling future success rates," says Callum Smith, Sales Manager at Flourish,  “as we started to grow into social selling, we had to be smarter about how we were keeping track of everything.”

At that point Callum decided OneShot seemingly was a natural fit for the Flourish reps wanting to send a higher rate of  hyper-personalized messages and follow-up off their highly targeted Sales Navigator lists.

Low set-up, high adoption, immediate impact


To measure success, Callum narrowed down his wish list to the most essential components of testing a new prospecting tool, which for Oneshot was:

  • Easy for SDRs to use and adopt without training

  • Quick to deploy

  • Save a meaningful amount of time on current SDR workflows...

  • ...and/or increase by a meaningful amount the overall metric of booked meetings

Given that there were already a few active processes set in place across their sales stack, they needed a tool that SDRs could pick up and run with without extensive amounts of setup and training.

“A lot of prospecting platforms were either too expensive or too involved for them to be worthwhile setting up and get testing quickly, particularly within our already multi-threaded sales stack. OneShot was different” explains Callum.


They were already almost halfway through the calendar month and it took less than a couple of days between putting Oneshot in the hands of seven sales reps and seeing immediate responses of prospects, with some leading to meetings booked.


Key Outcomes


Using instant profile research, hyper-personalized message suggestions, AI persona templates, and AI recommended next actions, the Flourish team rapidly became OneShot power users.

Since adopting OneShot halfway into the quarter their reps were equipped to personalize outreach faster, send more messages overall, leverage follow-up more completely, and ultimately maximize their return on time-investment in social selling.

The Flourish team considers OneShot more than just a messaging tool. The personalization suggestions that the AI generates form an essential part of the research that equip the rep with queues to understand the prospect better, and get down faster to the business of selling.

  • Onboarded 7 reps to adopt Oneshot in 30 minutes 

  • Increased net new connections by 300% each week and social selling activity by 170%

  • Saving 2 hours per day on personalization

  • Adding 1 new meeting per week using OneShot

" Reps that continue to send blank connection requests without followup are missing out hugely on potential conversations, and that means stifling future success rates"

 

Callum Smith

Sales Manager, Flourish

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