How Charlie Boosted Qualified Trial Conversions by 20% with In-App Sales
Charlie HR implemented Ripe to engage users more effectively, resulting in a 16% increase in qualified meetings and a 20% rise in trial-to-paid conversions.
Situation
CharlieHR is a rapidly growing HR software start-up that helps businesses streamline their HR processes. With a steady flow of inbound self-serve signups, Florence, the Head of Sales at CharlieHR, faced a common challenge: accelerating revenue growth without increasing the go-to-market team headcount.
Challenges Faced by CharlieHR
Engaging the right prospects at the perfect time
Personalizing outreach based on user behavior
Optimizing sales efforts without expanding the team
Despite the team's efforts in emailing new users, following up on activity, and leveraging marketing and product initiatives, there was no obvious low-hanging fruit to boost sales performance.
"How do we accelerate revenue growth without increasing the GTM team headcount?"
Empowering Sales with Real-Time User Engagement: The Solution
Ripe provided a solution by opening a new channel for the sales team, enabling them to engage the right prospects at the perfect time - while using the product. Charlie's sales development team now had real-time visibility into their user base, including how users interact with their platform. This enabled much more personalized and better-timed ways to reach out to them.
With Ripe, Charlie started:
Continuously enriching and qualifying all new sign-ups
Routing promising cases to the right team member in real-time
Engaging with users via pre-recorded and live video in-app
The team quickly embraced Ripe's capabilities, recognizing its impact on their sales process.
"Knowing when people are logged-in is a game-changer. It helps me understand a user's interest and the perfect time for follow-ups. I've noticed a clear increase in response rates and booked a lot more meetings."
Joshua Hardy
SDR • CharlieHR
The Impact of Ripe on CharlieHR's Sales Performance
Transformed the product into a powerful sales channel
16% increase in qualified meetings
20% increase in trial-to-paid conversions
No additional headcount required
Within a month of implementing Ripe, CharlieHR witnessed a significant impact on their sales performance. The data-driven approach enabled by Ripe allowed the team to increase qualified meetings by an impressive 16% without the need for additional headcount.
"We managed to increase our number of qualified meetings by 16% with the help of Ripe, without having to add to our team's headcount."
Florence Woodfin
Head of sales • CharlieHR