How a B2B SaaS provider scaled outbound pipeline by 24% in 1 year with Regie.ai

Every growing company faces a pivotal challenge: how to scale impact without scaling costs. For one corporate performance management software provider, this challenge came into sharp focus when they set an ambitious goal: drive 25-30% growth of new logo pipeline without adding SDR headcount.

It was the kind of paradox that demanded fresh thinking. With their sales development team responsible for generating a significant portion of their new business pipeline, the company needed to fundamentally reimagine their prospecting approach.

The executive mandate was clear: leverage AI to drive growth rather than simply adding headcount. The sales team recognized they would need to supplement their existing resources with technology to achieve these ambitious targets.

This is the story of how this B2B SaaS provider partnered with Regie.ai to scale outbound pipeline by 24% and achieve productivity gains that would’ve required hiring an additional four to six full-time SDRs to reach — all while operating with the same headcount.

The challenges: Balancing growth with efficiency

The company’s sales org faced three significant challenges within their SDR team that demanded innovative solutions.

Challenge #1: Profitable scaling

The company needed to significantly grow their pipeline while maintaining their existing headcount.

With targets set to grow their new logo pipeline by 25–30%, the team needed to find ways to dramatically increase their outbound productivity without proportionally expanding their team size. 

The challenge wasn't just about doing more with less: it required fundamentally reimagining how modern sales teams could operate.

Challenge #2: Administrative burden

When new sales development leadership joined in 2022, improving team efficiency became a priority. A "time study" exercise revealed a striking imbalance: for every hour SDRs spent actually engaging with prospects, they spent another hour (or more) on admin work like researching prospects and data entry. This level of overhead was unsustainable for a team looking to dramatically increase their output and efficiency.

Challenge #3: Inefficient account selection

Account selection was proving to be a major headache for the team as well. Their process was manual, time-consuming, and created two significant problems:

1. The "tyranny of choice" effect: SDRs faced thousands of potential accounts to choose from. They spent hours sifting through options and deciding which ones to pursue — valuable time that should have been spent on actual outreach.
2. Focusing on the wrong targets: With so many choices available, SDRs sometimes relied on gut feeling rather than data. This meant they occasionally prioritized accounts that looked promising on the surface but weren't showing clear intent or fit signals.

The big picture: A productivity bottleneck

Together, these three challenges created a clear bottleneck in the team’s sales development process. While SDRs had robust data and clear ideal customer profiles (ICPs) at their disposal, they had to spend too much time interpreting that data to select the right accounts — and that meant less time spent on actual outreach. 

To meet their ambitious growth targets, they needed a solution that could not only identify promising accounts but also help execute and scale personalized outreach — freeing up SDRs to focus on high-value prospect interactions.

Finding the right solution

The sales team needed a solution that could enhance their efforts without requiring additional headcount or extensive platform maintenance. During their evaluation, they found that most tools could automate email exchanges but struggled with a crucial element: knowing when to transition conversations to human SDRs.

Through professional networking, the team discovered Regie.ai. The platform stood out for four key reasons:

1. Ready-to-deploy functionality + well-guided setup: The solution offered ready-to-deploy functionality, along with a dedicated customer success manager (CSM) who could guide the setup and implementation of the platform. This combination enabled the organization to meet their outbound needs without any major integrations or tech stack updates.
2. Strategic intervention points: Regie.ai was designed to enhance and amplify the SDRs’ efforts, working in tandem with the sales team, rather than replacing human interaction. Unlike other tools that focused solely on maintaining automated email conversations, Regie.ai's solution was built to identify the right moments for SDRs to step in and engage with prospects — a crucial factor in moving deals forward.
3. Seamless workflow integration: Auto-Pilot has built-in integrations with the other tools in the company's existing tech stack — including Salesforce, Salesloft, and Trellus; this enabled Auto-Pilot to be able to process buying signals from those tools and automatically turn those insights into actionable tasks for the SDRs. As a result, the team could spend less time toggling between tools and more time engaging with prospects.
4. Strong partnership approach: Regie.ai's CS team became an extension of the company, working closely with key stakeholders — including SDR managers, SDRs, revOps, and marketing — to optimize the platform's performance and drive adoption.

Regie.ai's ready-to-deploy functionality, built-in workflow integrations, and shorter time to value versus the other solutions they considered made it the more attractive option for their immediate needs and long-term growth goals.

“Depending on what metric you look at, we’ve been able to get anywhere from 4 to 6 SDRs’ worth of effort from Auto-Pilot. In other words, the number of accounts that Auto-Pilot has been working on for us has been equal to what 6 SDRs would be doing in any given month."

VP of Sales Development

The results: AI-powered productivity gains

Since implementing Regie.ai's Auto-Pilot in May 2024, the sales team has seen remarkable results across multiple dimensions of their operations.

Productivity & revenue impacts

Auto-Pilot's helped deliver significant year-over-year gains across several key productivity- and revenue-related metrics. The impact has been substantial — depending on which metric is considered, the platform has delivered equivalent output to what four to six additional SDRs would produce.

Below, you'll find the highlights the company shared after just five months of implementation:

• Account engagement: The team achieved an 69% YoY increase in accounts touched per SDR after implementing Auto-Pilot.
• Lead generation: Auto-Pilot was able to generate the SAL output of three full-time SDRs per month. ‍
• Meeting volume: The team experienced a 21% increase in outbound meetings booked per SDR compared to the previous year.‍
• Overall outbound productivity: Currently, they’re trending toward hitting their target of a 25% increase in outbound productivity from SDRs.‍
• Doing more with less: The sales team was able to maintain growth targets while operating with 25% fewer SDRs year-over-year.‍
• Closed-won deals: Auto-Pilot was able to directly influence four closed-won deals within the past five months.

Perhaps most notably, these results came during Auto-Pilot's initial ramp-up period, suggesting even greater potential for impact as the platform continues to learn and optimize.

A blueprint for success: 6 key factors behind the implementation

For organizations looking to replicate this success with AI-powered sales development, several critical implementation factors stand out:‍

• ‍Dedicated internal implementation team: One of the factors that played the biggest role in their success was that — early on — they built a core cross-functional group of internal stakeholders that comprised leaders from their sales, revOps, marketing, and enablement teams. Together, they worked together to drive the implementation forward, and continue to work closely with Regie.ai's CS team to create a true partnership focused on optimizing results.‍
• AI training approach: The sales team knew that implementing AI requires the same thoughtful approach you'd take to onboarding new team members. Just as new SDRs need time to ramp up, AI systems require a deliberate training period.‍
• “Crawl, walk, run” strategy: Rather than attempting to transform everything at once, they adopted a methodical approach to implementation. They started with a clear, specific use case: they pointed their Agent at non-priority accounts that met a certain 6sense score to go outbound on. Gradually, they expanded the platform's responsibilities as confidence grew and results became evident.‍
• Clear success metrics: From the outset, the team’s leadership established concrete expectations and measurable goals for their AI implementation.
  • Specifically, their goals were to:
    • Increase outbound productivity of the SDR team by 25%; and
    • Grow pipeline significantly, with a target of 30% annual growth.
  • This clarity helped them track progress and make data-driven adjustments to their approach.‍
• Active user feedback loop: The team created dedicated channels for SDRs to share feedback about the AI's performance. This open dialogue helped identify areas for improvement while simultaneously driving adoption as SDRs began to see their input shaping the system's effectiveness.‍
• Executive alignment: Having clear support and direction from leadership helped the team stay focused on their core objectives. This alignment ensured the team could make necessary adjustments without losing sight of their strategic goals.

Final thoughts

This company’s experience demonstrates the transformative potential of AI in B2B sales — not as a replacement for human sellers, but as a powerful solution for scaling SDR impact. Their thoughtful and collaborative approach to implementation has enabled them to reduce administrative burden when prospecting while also significantly expanding productivity — which, in turn, has helped improve outcomes.

For B2B companies facing similar challenges of scaling growth while optimizing resources, this success story with Regie.ai offers a compelling blueprint for leveraging AI to enhance sales development productivity and effectiveness.