The hidden opportunity in self-serve signups
How CharlieHR’s sales team used Ripe to book more qualified meetings from their self-serve motion and boosted trial-to-paid conversions by 12%.
Head of sales • CharlieHR
Although Charlie had a consistent flow of inbound signups, they needed help to reach revenue targets. Seeing healthy conversions when leads spoke to the sales team, they identified the need to book more meetings to boost results.
Within 1 month of using Ripe, Charlie saw a 16% increase in qualified meetings with self-serve trial accounts, which resulted in 12% more closed deals.
More new opportunities generated from self-serve customers.
More trials converted to paying customers (Closed Won)
Self-Serve Trial Motion
CharlieHR, a fast-growing HR SaaS start-up, has built an exceptional product that professionals in the field have praised above its competitors. With a solid product foundation, they’d created a strong inbound engine that guides potential customers to “try before you buy” through a self-serve 7-day trial. With this foundation in place, they recruited a sales team to boost revenue growth.
After six months of experimentation and impacted by shifting market conditions, CharlieHR wanted to find a scalable way to get more out of the existing flow of leads, without increasing costs.
Inefficient Engagement Channels and Revenue Shortfall
Their existing method of engaging with leads needed more data. It involved lots of manual selection and outreach, resulting in mistimed interactions and extremely time-consuming efforts from the team to be more data-driven in their outreach.
Prioritise and Engage In-Product
Introducing Ripe into their product and playbooks, opened a new channel for the sales team to engage the right prospects at the right time. Charlie’s sales development team have real-time visibility into their user base and how users interact with their platform, enabling more informed and better-timed outreaches.
With Ripe, Charlie started:
Auto-qualify new sign-ups (prioritising and removing guesswork)
Pair these leads with the right team member (auto-sync with CRM ownership)
Engage with users while they’re testing the product (time communications ideally)
SDR • CharlieHR
More Closed Deals
After just 30 days, Charlie’s team achieved a remarkable 16% increase in trial users converting into qualified meetings, resulting in 12% more deals closed won.