Amplifying Pipeline - Folloze + Outreach

Folloze plus Outreach is a powerful integration that multiplies the effectiveness of sales and marketing prospecting, making it more efficient and effective so that sales professionals can engage prospects and book more qualified meetings.

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Amplify Pipeline Performance with Dynamic Outbounding

Significant Disruption in the Selling Environment The sales execution gap represents a $trillion opportunity

XDR performance is declining

Increase in average buying

cycle times

of sellers reported in past 24 months (Forrester)75 % Average number of decision makers and often up to 20 (Gartner)6.8 of SDRs time spent on non sales activity with only 48% meeting their quota (Gartner)77%

Consensus- based decision making is the new normal

Every GTM Touchpoint is Critical

Email MarketingTargeted Ads

Sales Development

Uplevel the outbound team role to deliver better meetings and amplify revenue impact

| Personalized Experiences, 1st Party Intent Signals

A No-Code Experience Platform That Connects it All A tool to drive engagement and nurture prospects with high-value experiences

● Connect prospects to high-value, personalized experiences

● Integrated across all marketing and sales systems and playbooks

● Translate engagement into immediate action with first-party data and AI

“There are three things I really love about Folloze: it’s easy to use, agile, and easy to scale.” Adam Romanowski Senior Director for Demand Generation & ABM, RingCentral

Meet The Folloze Board

● Unleash BDR productivity and scale relationship-building

● Drive an exceptional experience from first touch to the finish line

● Drive higher pipeline and get full attribution at your fingertips

Target and Engage

Prospect on deep insight

Scale personalization with data + AI

Sales Development

Reimagined

Marketing and Sales Multiplier

● Agility: Unleash BDR productivity and scale relationship-building with end-to-end experience

● Experience: Drive an exceptional experience for prospects from first touch to finish line

● Process: connected revenue engine and feedback loop

● Insight: Get clear pipeline performance attribution at your fingertips.

Folloze plus Outreach

Precision

Scale

Engagement = better meetings, better quality pipeline, Results 4-5x

Traffic

Highly Engaged

Engaged/Aware Track Person and Account level engagement in Outreach

Folloze plus Outreach

6 Week Launch 90% of Target Accounts Engaged

50% Engaged with C-Suite

850+ active campaigns $750K/year savings

Insight data piped into MAP +30% YoY Sales Growth

Top B2B brands delivered over 300k campaigns and $11B in pipeline powered by Folloze

Quick Start Guide

Kick-Start Engagement

Select the relevant campaign board and deliver it within a sequence/email

Drive to campaign boards

Personalize the Journey

Based on the lead data (and enriched account data) with industry messaging, relevant content, CTAs, sales contact card.

Every activity is tracked.

Account based

Industry based image

Message-> derived from

industry

Content Based on solution

AI - role, intent, company

Industry value proposition

Seller contact card

● Create persona specific sequences so that Folloze content resonates with these titles. Example: vertical and role-based

● Personalize your outreach as if you were speaking to the individual.

● Bring your personality into the message and avoid buzzwords

● Be sure the Folloze link has relevant content specific to the title you are targeting

● Don't place anyone into a random sequence before vetting their title/position/role at a company.

● Introduce the board as a tool for independent research

● Have a visual / rolling gif of the board to set expectations

● Add a few bullet points of board contents to entice engagement

Best Practices: Make it Relevant

Cycle Example: First Touch

● Reason for engagement: Arm champion with a way to tell your story

○ Introduce the account portal - how does it help the account?

○ Introduce the account team (especially if changed) - establish

relationship

○ New product launch - how does it help the account?

○ Event invitation - highlight a specific interest for the account

○ Business review

○ More

● Call to action

● Target list

● Channel of delivery

Guide Conversations

Select the relevant content asset and send within a sequence/email

Point to specific content within a board to drive timely topic engagement.

● Create a 7-8 touch sequence using board content to re-engage

● Prospects probably won’t interact with the entire sequence, so each

email also needs to work as a stand alone

● Not all emails need to have a link to a board

● In emails with board links, don’t give away all the “good stuff” so the

prospect has a reason to click to the board

● Explain how content relates to their pain points and role

● Keep track of interactions and use insights to determine new topics

or specific content on the board to keep them engaged.

Best Practices: Think beyond the first touch

Cycle Example: Follow-on Touches

● Reason for engagement: Based on original reason

○ Highlight a specific asset on the board

○ Educate on a best practice

○ Share a success story

○ Record a video and upload it to the board

● Call to action

● Target list - everyone on the original list

● Channel of delivery

Prioritize and Orchestrate

Track Person and Account level engagement in Outreach to prioritize accounts based on engagement, target individuals, and create experiences that deliver results.

Cycle Example: Respond to Board Engagement

● Landed on the board but did not engage with content

○ Offer a specific asset on the board

● Spent a lot of time on an asset: Consider low-friction asks

eg., “interest-based” vs. asking for time.

○ “If you were interested in this, here’s is another asset

that elaborate on the same topic”

○ “What did you think about the asset you

read/watched”? Start a conversation

○ “How can I help you learn more about the topic”?

○ “Can I connect you with an expert on this topic”?

Omni-channel, personalized experience, deep sales signals Actual Customer Playbook Example - Integrated Campaigns

Persona Development

Existing content audit

New content plan?

Targeted advertising

Email campaign

Folloze Board Display - Defined & dynamic audiences within strategic accounts Paid social (sponsored posts, lead gen, dynamic ads, etc.)

Goal to drive engagement of current database within specified persona 🡢 May mirror content from BDR cadence?

Marketing play landing page - dynamic personalization; leveraged in all campaign executions

BDR follow-up Sample cadence: • Email #1 with White paper • Email #2 with Demo site • Call #1 - Leave Voicemail • Email #3 with Case Study + Webinar Invitation • Call #2 - Leave Voicemail about Webinar • Email #4 - “Breakup” Email with Personalized Video • Call #3 - No Voicemail

QlikTech: $Ms pipeline/ account

"Folloze is in the center of everything we do, media, email campaigns, BDR cadences, direct mail, ..."

300 accounts, 30% growth YoY

Amplify Pipeline Performance with Dynamic Outbounding

Embed, Personalize at scale

Prospect on deep insight

Drive Precision At Scale: Personalized Message, Insightful Journey

Precision

Scale

Thank You! What will you build today?

Amplifying Pipeline - Folloze + Outreach

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