Case Study: Elsevier accelerates deal velocity and increases close rates with Outreach

With sellers more productive than ever, Elsevier accelerates deal velocity and increases close rates

Elsevier’s Clinical Solutions Division needed to reinvent its sales process for a digital-first healthcare market, where providers were harder to reach and inboxes were increasingly crowded. Its 120 reps were spending too much time on manual tasks like mail merges, custom templates, and spreadsheet-driven pipeline management, making it difficult to maintain relationships and hit pipeline goals. Elsevier turned to Outreach and its AI Revenue Workflow Platform to simplify and modernize selling.

With Outreach, Elsevier automated inbound and outbound prospecting, centralized workflows, and gave reps prescriptive guidance, sequences, templates, and reporting tools to improve messaging and coaching. The impact included cutting customized email prep from over an hour to 15 minutes or less, generating more than $1 million in pipeline from Outreach sequences, and closing about 25% of that pipeline so far. Outreach also accelerated new-rep onboarding and helped Elsevier’s sellers book meetings and close business faster.

Elsevier

Tim McGee

Vice President of Global Sales Operations