"Pete got 50 AEs prospecting 4–6 hours per week. Response rates tripled from 0.9% because the data actually worked. We finally had emails that landed."
Snyk's 50 AEs were self-sourcing pipeline alongside closing inbound leads. The data was unreliable: bounce rates above 20%, reps spending 8–10 hours per week on prospecting admin instead of selling. At 50 reps, that was 400–500 hours of lost selling time every week.
Pete standardised the entire sales org on Inbound Labs. Chrome extension let reps enrich contacts directly from LinkedIn. CRM push meant zero manual data entry. Contacts flowed straight into Salesforce. Team standardised on 4–6 hours of prospecting per week, focused entirely on outreach, not data admin.
"The ROI was immediate. In the first month, pipeline from AE self-sourcing increased by 40%. By month three, it had more than doubled. Inbound Labs paid for itself in week two."
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