Case Study: Workato increases expansion opportunities by 68% with Outreach

Workato enters new markets, increases expansion opps by 68% with Outreach

Workato, an enterprise automation software company experiencing rapid growth, needed to enter new markets, engage new buyer personas, and scale a growing sales team without losing personalization or consistent messaging. Their sales org lacked a standardized way to test and measure what worked in the field, making it hard to optimize outreach and forecast pipeline health as they expanded.

Workato adopted Outreach to A/B test persona-targeted messaging and use Buyer Sentiment Analysis and Outreach Insights for data-driven guidance. The platform enabled consistent, customizable sequences that preserved rep personality, improved conversion at every funnel stage, and gave leaders real-time pipeline visibility. Results included a 68% increase in expansion opportunities quarter over quarter, faster deal cycles and higher close rates, and the RevOps team projecting to exceed revenue goals (by about 50%) with a more predictable pipeline.

Workato

Stephen Farnsworth

Head Revenue Operation Business Unit