Greenhouse struggled to generate quality pipeline with Drift, their previous solution. After switching to Qualified, Greenhouse saw a 91% increase in meetings booked, $4.2M pipeline influenced, and realized 2X ROI on their investment in just the first two months. After seeing success with Qualified, Greenhouse hired Piper the AI SDR to scale their existing inbound motion, leading to 130% increase in meetings booked quarter over quarter. Additionally, Piper helped scale inbound chat conversion, achieving a higher average 60% conversion rate on inbound chats compared to their human SDRs at 20%. Next, they’ll use Piper AI Email to scale inbound by nurturing leads not only on the website, but also through email.
Prior to using Qualified, Greenhouse had been using Drift on their website for several years. Senior Growth Marketing Manager Kristina Finseth owned Drift, and ran into several challenges:
Kristina wanted a better solution: “Drift was generating some pipeline for us, but we had only scratched the surface in terms of the experiences we wanted to drive. The lack of response from Drift on our technical challenges hindered us from optimizing what we were doing with the platform.”
Greenhouse turned to Qualified to improve their inbound conversion across the website, using the full power of the platform. Working with their Qualified Success Architect, Kristina and her team leveraged AI Meetings to create frictionless meeting booking experiences from their buttons & forms, AI Offers to capture and nurture top of funnel leads, and AI Conversations for their SDRs to have real-time conversations with qualified visitors.
Kristina and her team saw immediate improvements after switching from Drift, seeing tangible results with Qualified in just the first two months live: 91% increase in meetings booked, $4.2M pipeline influenced by Qualified, and 2X ROI.
When Piper the AI SDR was announced in April 2024, Kristina immediately saw the value for Greenhouse. By having an AI SDR, Greenhouse could scale their existing live chat program for their SDRs, increase efficiency, and generate even more meetings & pipeline. “Live chat is a great channel to connect with inbound visitors, but our SDRs are strapped for bandwidth, and we can’t expect the sales team to be on the website 24 x 7. We knew Piper could be the assist for inbound.”
After hiring Piper, Kristina and her team took a crawl, walk run approach, working with their Qualified Success Architect. They trained Piper on all of Greenhouse’s content from the website, and tested her with questions gathered from sales leadership. Piper was slowly rolled out on a few experiences on Greenhouse’s site, and after seeing how effective she was at engaging and answering questions, was rolled out widely.
Now, Piper works as the front-line of engagement across Greenhouse’s site. She proactively engages visitors, answers questions, and books meetings around the clock. In just the first week live, Piper started delivering results. Greenhouse saw 50%-70% conversion with Piper from inbound chat to booked meeting month over month. Compare that to Greenhouse’s human SDRs: “they were batting almost zero, because SDR’s can’t research, bring all that context that Piper can instantaneously.” Additionally, since going live with Piper, Greenhouse has seen 130% lift quarter over quarter in meetings booked through the entire platform. Piper also helps with deflection, weeding out visitors from non-ICP accounts that would normally slip through to the SDR team, wasting their time. Now, Piper can engage and direct visitors looking for answers to questions to help determine if they’re the right ICP fit for Greenhouse, or if Greenhouse is the right solution for them.
Next, Kristina is excited to deploy Piper across another channel - email. With AI Email, Piper can nurture inbound leads that fill out forms on the website, or gathered from events, following up instantly with personalized messaging. This will solve another challenge for Greenhouse: “60% of our leads aren’t being followed up with by sales, because they’re not the ‘hottest of hot’ leads. Why not send the lower priority leads, like no-shows from events as an example, over to Piper and have her generate more opportunities for us around the clock?” Currently, Greenhouse is using trigger campaigns set up via Marketo to work these leads, but with an AI SDR, her team can focus on more strategic campaigns, letting Piper do the work autonomously.
Having tried other AI agents in the market, Kristina knows what makes Piper different: “Piper can bring all of the context of the lead’s activity on our website, connection into our tech stack, and use that to personalize outreach and follow-up. It’s going to be a game-changer.”
Greenhouse has seen massive results from switching to Qualified, and hiring Piper the AI SDR to scale their inbound efforts. In the first two months after switching from Drift, Greenhouse saw:
After hiring Piper the AI SDR, Greenhouse scaled their entire inbound motion, increasing conversion and meetings booked. In the first two months live with Piper, Greenhouse saw:
To learn how other companies like Demandbase, Freshbooks, Cin7, Sendoso and more are scaling their inbound pipeline with Piper, click here.
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