How an enterprise software security company drove $650K in pipeline in 4 months with Regie.ai

In an industry like B2B tech, staying a step ahead of the competition requires more than just hard work: it demands innovation and efficiency. For one established enterprise software security company, this challenge was all too familiar.

For almost two decades, this organization has been helping enterprises secure their software supply chains. With a global presence and a focus on enterprise clients, they serve various sectors, including financial services, high tech, insurance, and government. But as an established player in the market, they began facing increasing pressure to maintain market dominance amidst a growing crowd of competitors and ankle-biters.

Recognizing the importance of modernizing their approach, the company’s revenue operations (RevOps) team embarked on a strategic initiative to enhance outreach efforts and drive growth — all without adding complexity to their sellers' workflows.

A three-part challenge: Competition, pipeline & technology

Like many established market leaders, the company's path forward wasn't blocked by a single obstacle. Instead, they faced an intricate web of challenges that were closely intertwined. Understanding how these challenges intersected was crucial to finding a comprehensive solution that could address all of them simultaneously.

Challenge #1: Intensifying competition

In just the past year alone, they’d watched a handful of new competitors enter the market, each claiming feature parity with the company’s own solution. While their nearly two decades’ worth of experience had made them the clear leader in the field, they also carried the highest price tag in the market. 

This created an interesting challenge: how do you maintain market leadership when newer, less expensive alternatives are constantly emerging to tempt your potential customers?

Challenge #2: Urgent need for pipeline generation

The team recognized that maintaining market share required a significant boost in pipeline. However, this challenge was compounded by two key factors that made the situation particularly complex:

1. Inconsistent outbound results: Historically, outbound just didn’t perform at a consistent rate for the team. The challenge wasn't in identifying potential customers; their data clearly showed them which accounts and contacts to pursue. Instead, the difficulty lay in their approach to these enterprise-level targets. The traditional outbound motions weren't resonating at the senior levels they needed to reach, so sellers started to lean heavily on a far more reliable and predictable source of opportunities: inbound leads. 
2. Declining inbound leads: This heavy reliance on inbound leads created another challenge. Over the past couple of years, the team had noticed a steady, yet gradual decline in inbound lead volume. With outbound efforts struggling to fill the gap and inbound leads dropping, they needed to find new ways to generate pipeline — and fast.

Challenge #3: Increasing tool fatigue

Their tech stack presented an interesting problem all its own. The RevOps team had introduced several new platforms aimed at enhancing performance and efficiency. Each tool had been carefully selected to solve specific challenges, but collectively, they were creating an unexpected burden on the team. Sellers were spending more and more time managing these various platforms instead of focusing on the kinds of high-value activities that moved the needle.

The feedback from the sellers was crystal clear: they needed less complexity, not more. They weren't opposed to new technology, but they wanted to focus on their core responsibilities without having to constantly learn and manage new tools. 

This created a delicate challenge for the RevOps team: they needed to find ways to increase pipeline generation, but they couldn't do it at the cost of further complicating their sellers' daily workflows.

The turning point: Rethinking the team’s approach to tech

Facing these three challenges, the team found themselves at a crossroads: their tech stack was causing friction, but they also needed to find new ways to generate pipeline and stay competitive.

They realized that perhaps the problem wasn't with adding new tools per se, but with how those tools impacted their sellers' workflows. If they could find a solution that operated more independently — one that could generate results without requiring constant attention from the sales team — they might be able to solve their pipeline challenges without adding to their sellers' burden.

These realizations fundamentally shaped their approach to evaluating new solutions. Any new addition to their tech stack would need to thread a very specific needle: it had to address their pressing business challenges while operating seamlessly in the background of their existing workflows. The goal wasn't just to avoid adding to their sellers' cognitive load: it was to find a solution that could drive results without requiring active management from the sales team.

Finding the right solution in Regie.ai

The team began exploring AI-powered sales tools, but quickly realized they needed something more autonomous than the typical AI assistant solutions on the market.

That's when they discovered Regie.ai. Not only did Regie.ai have its own Co-Pilot product, but they’d also recently launched a product called “Auto-Pilot” that went beyond offering simple AI assistant capabilities. Instead, Auto-Pilot leveraged AI agents that were specifically designed to scale highly effective and tailored prospecting — all without much (if any) intervention from reps. 

The presence of Auto-Pilot — plus getting positive feedback from a range of existing customers — ultimately tipped the scales in Regie.ai's favor.

Implementing Auto-Pilot: A strategic approach

The team launched their first Regie.ai Auto-Pilot agent with a carefully targeted focus on the North American new logo market. The goal was to have the agents generate pipeline from high-potential accounts that weren't being actively worked by the sales team.

Here's how it worked:

• First, the team decided to point the Regie.ai agent at high-scoring accounts that showed early signs of intent, but weren't part of any seller's focus account list. This clever approach allowed them to tap into a previously underutilized segment of their market while their sellers continued focusing on their core accounts — creating a perfect low-risk, high-upside scenario for proving out the investment.
• Then, the RevOps team set up the agent to generate and execute highly personalized and dynamic outreach sequences. These sequences leveraged relevant messaging based on the prospect's industry, role, and pain points, all without human intervention.
• As prospects interacted with the touches, the agent would get fed all the engagement data that came in. It’d learn from these signals and use it to improve both the messaging and dynamic sequences it served to each prospect going forward.

The results of this strategic implementation were truly impressive.

The results: $650K in pipeline in 4 months

The RevOps team set an ambitious initial milestone for proving out the ROI of their Regie.ai implementation: generate $800,000 in pipeline in one year. 

Now, after only four months in, they’re more than 75% of the way toward hitting that goal. 

This rapid progress puts the team on track to significantly exceed their initial target, potentially reaching their stretch goal of $1.6 million in agent-driven pipeline generation within the first year.

But the benefits don't stop at pure pipeline numbers. The company’s seen several other positive outcomes across the business:

1. Lead generation: Through this implementation, the team discovered an unexpected benefit: Regie.ai's potential as a powerful lead generation engine. The team’s director of RevOps shares one exciting example: "We have a very large opportunity with a major global IT company that I attribute to Regie.ai. We were silent towards the account for 2 years, and then Regie.ai picked it up and hit their individuals for 2 months. Then, somebody jumped on the website, filled out a 'Contact Us’ form, and now we have a deal. So for us, it's almost been — in a way — a lead generation or demand generation solution that's contributing to this groundswell of information and education.” This unexpected benefit proves Regie.ai to be a comprehensive pipeline generation solution, addressing both their competitive pressure and pipeline generation challenges without adding to their tool fatigue.
2. Strong ROI projections: Based on their current pipeline generation and conversion rates, the team is expecting to see a 4-4.5x ROI from their investment in Regie.ai. 
3. Seller satisfaction: Despite initial concerns about tool fatigue, sellers are seeing value without added burden — so much so that their counterparts in another division are eager to leverage Regie.ai for their own accounts.

As the RevOps team continues to refine their use of Regie.ai, they're focused on finding the right balance of volume and conversion to maximize their pipeline generation. With their current trajectory, the company is well-positioned to leverage AI-powered outreach as a key driver of their continued growth and market leadership.

Final thoughts: Embracing AI for sales success

This enterprise tech company’s journey with Regie.ai demonstrates the transformative power of AI-driven outreach in today's competitive B2B landscape. By strategically implementing Regie.ai's Auto-Pilot agents, the RevOps team has not only addressed their immediate challenges but also positioned themselves for sustained growth and market leadership.

For B2B companies facing similar challenges of intense competition, pipeline pressure, and tool fatigue, this success story offers an inspiring roadmap. It demonstrates that with the right strategy and solutions, it's possible to not just keep pace with the market, but to lead it — all while empowering your sales team to focus on what they do best.