Case Study: Pendo achieves enterprise-scale sales, improved rep efficiency, and seamless prospect-to-customer handoffs with Outreach

Pendo Scales to the Enterprise with Outreach

Pendo, a rapidly growing product analytics company, needed to scale its sales organization from a five-person team to a specialized structure with inbound and outbound SDRs plus account executives. That expansion created inconsistent tool use, misaligned messaging between roles, and the challenge of keeping prospect-to-customer handoffs seamless while onboarding many new reps.

By adopting Outreach—especially Outreach Meetings, Sequences, and templates—Pendo standardized messaging, improved account-level visibility, and created a repeatable training process that pairs top performers with new hires. The outcome was increased visibility into account activity, higher rep efficiency, smoother SDR-to-AE transitions, ongoing onboarding of eight SDRs per month, and a more consistent customer experience.

Pendo

Kristen Podger

Sales Operations Leader