Vertice.one
Company Persona and Profile
- Company Name: Vertice One
- Industry: Software Spend Management
- Region: UK
- Key Persona: James Falconer, Business Development Leader
- Pain Points: Inefficient outbound strategy, misalignment between marketing and sales, reliance on a "spray and pray" approach, lack of focus on high-value target accounts
Challenges before Loyee.ai
- Spray-and-Pray Outbound Strategy: The BDR team spent significant time on low-value activities, like searching for accounts manually and fighting over accounts in their CRM.
- Burnout and Low Engagement: BDRs felt like they were playing a volume game, leading to frustration and burnout. Reps were often chasing leads outside their ICP, such as unrelated industries or small companies.
- Lack of ICP Clarity: There was no clear definition of what a high-value account looked like. Even when James Falconer, Business Development Leader, proposed a more targeted approach, the leadership team needed concrete answers to what constituted a target account.
James shared a pivotal moment:
"I remember going into a meeting with our CEO to suggest moving to a targeted account approach, and he asked me, ‘What do our target accounts look like?’ At the time, I didn’t have a good answer. That’s when I knew we needed to change our approach."
With Loyee.ai, Vertice transformed their outbound strategy by focusing on high-value, upmarket accounts. Using Loyee.ai’s ICP Analyzer and custom signal filters, Vertice One was able to refine their Ideal Customer Profile (ICP) and automate the identification of high-fit accounts.
James explains:
"Loyee.ai enabled us to package up accounts with all the relevant signals and triggers, giving our reps a clear reason to reach out. This shifted the conversation from, ‘Why are you calling me?’ to, ‘I see why you’re calling.’”
Key signals that Vertice leveraged:
- High headcount growth
- Recent funding events
- Open job roles in procurement and software management
- New executive hires with cost-cutting mandates
These insights were integrated directly into HubSpot CRM, enabling reps to see enriched account data without leaving their workflow.Results & Key Metrics
Results
- 300% increase in email response rates
- 50% reduction in onboarding time (from 4 weeks to 2 weeks)
- 25% increase in Average Contract Value (ACV)
- 100% ICP alignment across outbound efforts
James highlighted the impact on deal quality:
"We went from booking meetings with random biscuit manufacturers to consistently engaging with large enterprises. Our ACV increased by 25%, largely driven by our decision to focus on bigger, more strategic accounts with the help of Loyee.ai. While other factors contributed to this growth, the precision and insights provided by the platform were key in targeting the right accounts.”
Additionally, the confidence of Vertice’s BDRs grew significantly:
"Our BDRs are now speaking to CFOs and procurement leaders with confidence. They know why they’re calling and have the data to back up their outreach. This baseline confidence is crucial, especially for newer reps who are engaging with senior executives at large enterprises.”
Vertice’s primary use cases for Loyee.ai included:
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- Building and refining their ICP: By analyzing historical CRM data and deal notes, Vertice was able to identify patterns among their best customers and build a more granular ICP.
- Identifying high-value accounts: Using Loyee.ai’s custom signal filters, Vertice targeted companies with growth indicators such as recent funding and open procurement roles.
- Automating account research: Loyee.ai reduced the time spent on manual research, enabling reps to focus on high-value activities like personalized outreach and calls.
Impact on Sales and Go-To-Market Strategy
Vertice’s outbound motion shifted from a volume-based approach to a quality-focused strategy, enabling the company to:
- Move upmarket by increasing the average employee count of their target accounts from 1,000 to 5,000 employees.
- Improve onboarding and ramp time for new BDRs, with new hires booking their first meetings within 2 weeks.
- 25% increase in Average Contract Value (ACV)
- Enhance sales messaging by aligning outreach with specific signals and triggers.
James shared:
“Since implementing Loyee.ai, our outbound strategy has become far more strategic. Our reps are spending 85% of their time on well-refined target lists. We still leave room for creativity, but the foundation is now rock solid.”
Why Vertice Chose Loyee.ai
James emphasized that Vertice One’s decision to partner with Loyee.ai was driven by the platform’s ability to provide actionable, verifiable insights:
“Loyee.ai doesn’t just tell you a company has a partner program or uses a specific CRM - it shows you the source of that information. Early on, I double-checked the data a lot, but after seeing the accuracy time and again, I learned to trust the platform completely.”
Loyee.ai also played a pivotal role in enabling Vertice One’s reps to have more meaningful, consultative sales conversations:
“The confidence our BDRs gained from having all the relevant data at their fingertips is immeasurable. They can call a CFO at a large enterprise and say, ‘I saw you’re hiring for a procurement role focused on software spend’—and that changes the whole dynamic of the conversation.Prospects can tell if a rep is confident. With Loyee.ai, our reps are more confident because they know they’re speaking to the right person at the right time with the right message.”
Looking Ahead: The Future of AI in GTM
“AI is not about replacing BDRs; it’s about enabling them to do high-value work. The human element in sales—building trust and relationships—will always be essential. AI helps us focus on the right accounts and have meaningful conversations from the outset.”
James summarized Vertice One’s journey with Loyee.ai:
“Loyee.ai has been a game-changer for us. It’s not just about increasing activity—it’s about making every activity count. Our BDRs are more confident, our ACVs are up 25%, and we’re consistently engaging with high-value, upmarket accounts. It’s been a transformative experience.”
Metric Improvements
- Email Response Rate +300%
- Onboarding Time-50%
- 25% increase in Average Contract Value (ACV)