A billion dollar valuation agentic software engineering platform needed more sales conversations that could progress into evaluations. In a two week pilot with all 10 reps, DemandFactory mapped roughly 1,500 target accounts, monitored relevant signals, surfaced promising leads, and automated email and LinkedIn outreach. DemandFactory reports that booked meetings tripled against the baseline, and 75% of booked meetings became qualified opportunities.
This engagement shows how account selection, timely context, and agreed qualification standards can work together. The pilot covered prospecting and outreach. DemandFactory's broader managed demand generation service also includes content and lead magnets; those activities were outside the scope of this case.
The starting point: an active outbound team
One operations person supported the 10 reps with account lists, contact enrichment, and email and LinkedIn sequences. The team used Sales Navigator, Apollo, and Orum. Reps spent one to two hours a day calling.
The baseline was one to two booked meetings per rep per week. The team reported high no show rates and low qualification, without quantified rates for either measure.
The practical question was which accounts deserved attention and what made a conversation relevant now. A matching company and title provided a starting point. Signals added context that reps could use to investigate whether a buyer had a reason to evaluate.
Map the market and find reasons to engage
DemandFactory mapped roughly 1,500 accounts matching the agreed ideal customer profile and monitored company and person signals. Relevant signals included:
- A LinkedIn comment about the context problem when managing multiple agents.
- A target company announcing new products.
- A new CTO joining a target company.
- Hiring for engineers who use AI for coding.
The comment identified a specific problem worth discussing. Product announcements, leadership changes, and hiring requirements supplied business context for selecting accounts and contacts. These were signals to investigate, rather than proof of purchasing intent.
DemandFactory surfaced promising leads to reps and automated email and LinkedIn outreach. Reps handled sales conversations and opportunity progression. The division of work connected research and outreach to the team's existing sales process.
Read how DemandFactory finds buyers for a fuller explanation of signals based prospecting.
Define meeting fit and opportunity qualification separately
Before kickoff, the teams agreed that a qualified meeting meant the right title at a company matching the agreed customer profile.
A qualified opportunity required additional evidence from sales conversations: the team had met with the CTO, discussed pricing, and aligned on pilot success criteria.
That distinction matters when interpreting the results. The 75% figure measures booked meetings becoming qualified opportunities under the more demanding standard. It is not simply the share of bookings that matched a target title and company.
Reported results
DemandFactory reports the results below. Booked meetings were compared with a baseline of one to two per rep per week. Raw counts and the baseline comparison window were not supplied.
| Measure | Result | Meaning |
|---|---|---|
| Booked meetings | 3x | Bookings tripled against the reported baseline |
| Booked meeting to qualified opportunity | 75% | Share of booked meetings that became qualified opportunities |
| Qualified opportunity to closed won | 50% | Share of those qualified opportunities that closed won |
| Average annual contract value | $100,000 | Average ACV of the closed won deals |
| Opportunity cycle | 30 to 45 days | Reported opportunity cycle, separate from the two week pilot |
Methodology note: Calendar dates were not supplied, and the underlying records have not been independently verified.
Questions about this engagement
Did the closed won results happen within the two week pilot?
Precise close dates were not supplied, so the information does not establish when each deal closed. The two weeks describe the pilot's duration. The reported opportunity cycle was 30 to 45 days, a separate measure that does not describe elapsed time from the pilot's end.
Did half of all booked meetings close won?
The 50% figure applies to qualified opportunities. First, 75% of booked meetings became qualified opportunities. Then half of those opportunities closed won.
What should another team define before a similar engagement?
Agree on target companies and titles, the criteria for accepting a meeting, and the evidence required to qualify an opportunity. Assign responsibility for follow up and sales conversations so surfaced leads have a clear next step. The managed outbound service explains that operating model.