30%
Increase in demos
Company
Volopay is a new-age SaaS enterprise that helps businesses tackle the chaos of accounting and expense management. Its unified accounting automation platform simplifies the activities of expense approvals, bill payments, expense reimbursements, credit, and cashback. Founded in 2019, Volopay has since secured a Series A funding of $29M, built a customer base of 1500+ businesses, and spread its operations across Asia and ANZ.
Headquarter
Singapore
Industry
Expense Management
Key Features Used
Multichannel sequences
Dynamic sequences
Power Dialer
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Kashish Gupta
VP of Sales, Volopay
Catering to the modern prospect journey
Catering to the modern prospect journeyThe outbound SDR team at Volopay conduct their outreaches on prospect databases gathered by the Lead Sourcing team. What the SDRs - and their leader Kashish - always prioritize, is finding the right channel and the right messaging to make an impact with prospects. Since the inception of the team, one of the key changes (or evolution) they recognized was that the buyer/prospect journey wasn’t a linear one. And that it involved multiple channels.
“It is very important to us to stay attuned to our prospects’ behavior and preferences. And our observation was telling us that our ICPs use a variety of channels during their phase of consideration and research,” said Kashish. Which meant that outbound sales cadences covering single, traditional channels like email and phone wouldn't work. Multichannel sequences encompassing phone, emails, and social channels (like LinkedIn) was essential.
Multichannel outbound sequences
"Incorporating multiple channels into the cadence is step one. For us, the important thing was to maintain context across these channels while maintaining integrity of each channel's unique style," added Kashish. To achieve this, and to build a scalable multi channel engine, Volopay zeroed in on Outplay.
An AI-powered multichannel sales engagement platform, Outplay found synergies with Volopay for many reasons. "It wasn't just the industry-recognized multichannel capabilities. We chose Outplay because of its intuitive interface and easy navigability. Our SDRs already had a process in place. We needed to provide them the right tool to magnify its impact, without disruptions. Outplay's ease of use really came into play here," said Kashish. "With Outplay, we've set up cadences that enhance the outcome of each channel individually, as well as the multichannel sequence as a whole."
Elevating emails
With Outplay, the Volopay SDRs found the right tools to amplify the success of their emails with metric-bound insights and value-add features. The ability to A/B test cadences allow the team to experiment with subject and email content, send timings and more to pinpoint the winning concoction. The ultimate recipe for repeatable success. "We're very meticulous and data-driven about measuring outcomes and deciding our actions. The ability to get notified when prospects open email, or clicks our links helps us stay super on point with our follow ups."
Incorporating digital channels
Social media, particularly Linkedin, has long since proved itself as a solid sales channel. Adding Linkedin to the outbound mix has proved truly valuable to Voloplay. Outplay allows the Voloplay SDRs seamlessly perform LinkedIn activities at key moments in their sales cadence lifecycle. Incorporating actives like view profile, sending a connection request and then sending inmails in a thought out sequences maxes out success. Not only does Outplay allow these to happen in a systematic order, it also does so at preset cadence triggers.
Modernizing calls
One of the most exciting things Volopay achieved since onboarding Outplay is the incredible success of phone as an outbound channel. And the team credits Outplay's native dialer for this. "Phone calls are reliably personal and effective sales channels, but also the most expensive one. What we've succeeded in achieving is an omnichannel cadence that builds interest, with phone calls acting as the clincher," said Kashish. Outplay's dialer helps Volopay's SDRs make and receive calls right from their browser. Another gamechanger has been the ability to cut busywork with call automation.
Driving up demos by 30%
"We're systematic and intentional about everything we do when it comes to our prospects. and Outplay has truly helped us achieve that. The numbers speak for themselves. Our multichannel outbound approach with Outplay has brought us 30% more demos than before," says Kashish. "Building scale is another thing we've been able to succeed at. With Outplay, we've been able to experiment, test and establish cadences that work. And then replicated them with triggers and automations, as well as with templates. This is exactly the kind of partnership we envision to drive our growth," he concludes.