- 359% increase in total pipeline
- 559% increase in closed-won attributed to BDRs
- 167% increase in unique companies engaged
About CodeSecure: A leading developer of software assurance tools and advanced cybersecurity solutions, safeguarding mission-critical devices from failure and cyber attacks.
Challenge–A need to build trust and brand awareness
CodeSecure faced a unique challenge. They work with organizations embedded in markets where safety and security are top priorities. This includes industries like Aerospace and Defense, Medical Devices, and Automotive.
While their company has been around for several years with a PLG (Product Lead Growth) motion, their BDR team only having been put in place within the last few years. A recent rebrand created a gap in their SEO efforts, and they needed to quickly connect with prospects in a way that could educate the market and build trust during the buyer journey. They believed in the power of the phone but couldn’t maximize their productivity.
Decision Criteria– AI-powered calling workflow & Analytics
Kevin and his team were admittedly a bit skeptical about the claims made by Orum about connect rate and productivity improvements. “We needed a platform that could help us increase our activity and booked meetings and we needed to have the data to prove that it would work consistently. Seeing that all of Orum’s claims were real was refreshing.”
To ensure a thorough trial, CodeSecure’s team worked to see if they could get the same results independently. “We tried everything to replicate the results of Orum manually, spending more time filtering phone numbers, buying more data, etc. In the end, those activities ended up slowing us down more.”
It leads to an obvious answer. Orum was their unquestioned vendor of choice.
Solution–Orum maximizes CodeSecure’s outbound efforts
“What initially intrigued our team about Orum was the ease of use. Calling through our sequencing tool is somewhat clunky. Context switching slowed us down because we filter emails and social media touches. Orum automatically filtering out company lines and dial trees while leaving voicemails helped us dramatically improve the number of conversations we can have throughout the day.”
Orum’s analytics have helped drive success and sales intel for every level of the CodeSecure revenue org. “Having access to clean and easy-to-understand reporting has been key. Seeing the total call volume against results, combined with average deal size, has helped us to work backward into the general volume needed to achieve our goals.”
Results–Monumental, sustained sales growth
The results were immediate, consistent, and dramatic for the CodeSecure team. While many sales solutions require weeks of training, integration setup, and ramp time, CodeSecure saw instant success using Orum.
The success and growth numbers didn’t stop after the initial usage bump you might expect from a force multiplier like Orum. Across the board, metrics have exploded for the CodeSecure team.
- Total Pipeline Attribution from BDRs: 359% increase
- Closed Won (BDR attribution): 559% increase
- Unique companies engaged: 167% increase
- Open pipeline remaining from PY: 277% increase
“We mostly work with Cybersecurity professionals who rarely use email and are not typically keen to interact with cold outreach. We’ve continued to maximize our ROI on Orum and refine our process to drive additional efficiency.”
The CodeSecure team believes wholeheartedly in the phones and doesn’t support mass emailing templated messages. Instead, leveraging Orum for calls and personalizing a few emails to highly targeted prospects has greatly improved their results and strategy.
“We have great products. We just needed a way to get the information to our targeted ICPs. Orum is helping us do that and at an incredible rate.”
