The Great Whale: How Jellyvision used Outreach to Land and Expand

Jellyvision is constantly working to set meetings with the country’s largest employers. Earlier this year, one of the sales reps was after an enterprise account that they had been trying to land for several months. As one of the country’s leading purveyors of HR software, Jellyvision was looking to bring their ALEX benefits communication software to this company to help their nearly 300,000 employees make informed decisions about their healthcare and financial benefits.

The problem? They simply weren’t able to get in front of the decision-maker. But according to Sara Colombo, former Director of Business Development at Jellyvision, that did not deter them. In fact, they were even more determined, and used Outreach to "make Sequences based on persona, and put different people in the buying group sequences."

With this strategy, Jellyvision was able to get a referral from the manager up to the decision maker, and finally land a meeting with this enterprise account. When asked how much Outreach sequences and insights helped land this meeting, Sara stated, “I think that if we hadn't used Outreach, our emails wouldn't have gotten tracked and viewed like they did, and then we wouldn't have been able to get in front of the right person. The sales reps are able to target the entire buying group quickly and effectively using persona-based Outreach sequences. Because the buying group within these jumbo accounts is 6+ people, it's critical to get in front of as many influencers as possible, and the platform helps us do that.”

As Jellyvision continues to land these big accounts and grow, they’ve also similarly scaled their sales team’s use of Outreach. “What's changed most for us is that every single person who is customer-facing has a license. So our account executives use it, and our account managers use it, and I think for them the big thing is email. We've never had a good email tool that was able to track clicks and views and sends and have all of the content in one place.”

Now, Jellyvision is looking to leverage Outreach to break into new verticals, particularly the broker space. “The big thing we’re doing this year is attacking the broker space--benefits brokers, insurance brokers--there’s hundreds of thousands, millions of brokers in the U.S., and we are able to sequence way more people than we used to. Instead of one rep calling one person, now one rep can reach out to hundreds of people at once.”

The best part, Sara notes, is how Outreach not only enables her reps to sell more, but to sell more personally. “We give our reps creativity to write their own content, and it's nice not to have to reinvent the wheel every single time. So they're able to find a template, plug and play, add in different variables and something personalized at the beginning. Emails used to take an hour to write, and now it takes five to 10 minutes, so they're able to do so much more.”

With this time back in their day, Sara says it helps her team members collaborate more, which is one of the team’s core competencies and has helped drive the team’s culture. “Outreach allows people to do that, because they can go through their tasks all at once together, help each other write emails, as opposed to just feeling like you're alone and doing it by yourself. They never have to feel that way.”