Case Study: Outreach (sales engagement platform) boosts rep productivity and achieves predictable growth with Cien (AI sales productivity platform)

Cien on Outreach’s Sales Engagement Podcast

Outreach, a leading sales engagement platform, faced the common challenge of accurately measuring sales rep productivity—traditional KPIs like connected calls or email counts can create a distorted view. On Outreach’s Sales Engagement Podcast, Cien’s CEO Rob Kall explained how Cien’s machine learning and natural language processing applied to CRM data can reveal a complete picture across three areas (lead/pipeline, people, and macro factors) so managers can find the right signals to evaluate reps.

Cien’s approach analyzes CRM activity to surface hidden KPIs, pinpoint weak areas in reps’ skills or effort, and account for lead quality and external pressures, enabling targeted coaching and better prioritization. By using Cien’s insights, Outreach audiences learn how to turn noisy activity metrics into actionable productivity measures that drive more stable, predictable growth and clearer, coachable improvements.

Outreach