Case Study: GoTo increases pipeline coverage by 10x with Outreach

Strategic content and workflow optimization helps GoTo increase pipeline coverage by 10x

GoTo, a business communications company, needed to improve sales execution as it expanded in a competitive market. Its previous sales engagement approach was too manual, hard to maintain, and lacked the right content and visibility, making it difficult for reps to build pipeline efficiently or for managers to track progress and coach effectively.

GoTo implemented the Outreach Sales Execution Platform to automate activity capture, connect workflows with Salesforce and ZoomInfo, and centralize seller tasks and insights. With Outreach and a content committee to keep messaging relevant, GoTo improved rep adoption, booked more meetings with the right buyers, and increased pipeline coverage by 10x while helping managers coach more effectively.

GoTo

Steph Drumright

Senior Manager of Program Management