Case Study: Epicor achieves 100% of Q1 and 115% of Q2 appointment targets with InsideSales Playbooks

Epicor Modernizes Global Business Development

Epicor, a global provider serving manufacturing, retail, automotive, distribution and building materials, needed to modernize its business development function. BDRs were limited to phones and CRM, leaders could only track talk time, opportunity progression was inconsistent, and changing buyer behavior made forecasting and coaching ineffective — so Epicor chose InsideSales’ Playbooks to drive visibility, consistency and velocity.

InsideSales rolled out Playbooks across 60 BDRs, creating targeted multi-channel Plays, a Play committee, automation to auto-enroll and advance leads, and tools like Playbooks Insights and Smart Email Send. The result was real-time data and repeatable behaviors, over 90% global adoption, ramp times shortened from months to days, and clear business impact — Epicor hit 100% of Q1 appointment targets and 115% of Q2 targets.

Epicor

Connor Moore

Senior Business Development Manager