How Dialpad Achieved 70% More Revenue with 20% Less Pipeline

Dialpad is on a tear. The AI-powered customer communications platform just raced past $300M in annual recurring revenue and has set its sights on a monumental goal: $1 billion in ARR. 

Dan Floyd and his team are at the tip of the spear. As VP of Strategic Accounts, Floyd is responsible for building Dialpad’s business with the company’s largest customers. Dialpad’s enterprise segment grew 70% this year with 20% less pipeline, setting the bar for the revenue org, and in particular how they use the Poggio Account Intelligence Platform to deeply understand their customers and tailor their conversations to what matters most in each customer’s business.

“It all starts with customer empathy. Putting ourselves in our customers’ shoes and truly understanding their priorities and challenges,” said Floyd. “Poggio arms us with the intelligence to show up smarter than the competition by helping us create an elevated POV of our customer’s business and how Dialpad can uniquely help them achieve their goals.”

“Our early to mid-stage conversion rates increased dramatically this year. Using Poggio’s intelligence, we can create an elevated point of view that ties our champion’s work to the overall broader strategy that their CEO cares about.” - Dan Floyd, VP of Strategic Accounts

Differentiating by selling value

According to Floyd, Dialpad’s enterprise sales team has to do three things really well to be successful:

1. Identify the right accounts to pursue,
2. Execute with absolute precision with those target accounts, and
3. Deliver elite service at every step of the way.

To start, Poggio helps Floyd and his team ensure their target customers have priorities and opportunities that Dialpad can best serve. Floyd notes how Dialpad sellers stand out compared to other players in the market: “So many legacy providers are stuck in this feature, function mindset. They think ‘If I check off more boxes, I can win the business.’ But they’re not adding any real value.”

Poggio provides the Dialpad team with deep account intelligence, discovering, synthesizing, and contextualizing data from thousands of sources to deliver a concise view of everything they need to know about the customer—their priorities, challenges, and value drivers—to showcase how Dialpad truly adds value. 

“Account planning with Poggio is incredible. My team is doing an 8-hour task in 30 seconds and getting more intel than we’ve ever had,” says Floyd.

Poggio’s AI Agents then apply Dialpad’s unique differentiation, positioning, messaging, case studies, battle cards, and more to deliver compelling narratives, informed POVs, and actionable account plans for Dialpad enterprise sellers to use—and win—with their customers.

“Our early to mid-stage conversion rates increased dramatically this year,” notes Floyd. “Using Poggio’s intelligence, we can create an elevated point of view that ties our champion’s work to the overall broader strategy that their CEO cares about.”

“Poggio is purpose-built for account planning and scales so we have deep intelligence for every account across our entire enterprise.” - Sarah Ichord, Senior Go-to-Market Tool Manager

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The path to $1 billion starts with customer empathy

When Dialpad evaluated Poggio, they found an AI solution that stood apart from the general-purpose tools available on the market. “Our sellers pick Poggio over alternatives every time because Poggio is purpose-built for account planning and scales so we have deep intelligence for every account across our entire enterprise,” says Sarah Ichord, Senior Go-to-Market Tool Manager.

But it wasn’t just product innovation that helped Dialpad focus in on Poggio. "Our CEO always talks about customer empathy, so I’ll start with your empathy for us," says Floyd, reflecting on why Dialpad chose Poggio as their account intelligence platform. "You took time to understand our business. The biggest differentiator was the connection between the AI intelligence for the account and how it connected back to Dialpad's value. You showed the value your platform delivered in how you approached us and how well you understood our business."

With Poggio delivering account intelligence at enterprise scale, Dialpad's enterprise sales team shows up prepared with an elevated point of view that resonates with executive-level decision-makers.

"Poggio positions our sellers to show a deep understanding of our customers, their needs, priorities, and pain, paired with our unique differentiation," says Floyd. "That's how we drive hyper-relevance and engagement in every customer conversation and how we unlock value selling at scale to accelerate our revenue growth on the path to $1 billion."

“Poggio positions our sellers to show a deep understanding of our customers, their needs, priorities, and pain, paired with our unique differentiation. That's how we drive hyper-relevance and engagement in every customer conversation and how we unlock value selling at scale to accelerate our revenue growth on the path to $1 billion.” - Dan Floyd, VP of Strategic Accounts

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