75% Adoption Rate
new AE outbound cadence institutionalized across global SMB team
90% Faster Research
AI research bots and structured frameworks reduced prep time
5× Efficiency Gain
Outbound time dropped from 10 hours per week to just 2
Multi-region Rollout
system deployed across US, APAC, & EMEA SMB segments
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Context
Sprinto is a Compliance Automation SaaS backed by Accel, Elevation Capital, and Blume Ventures.It helps high-growth technology companies meet global security and privacy standards like SOC 2, ISO 27001, and GDPR.
By Series B, Sprinto had built a strong inbound engine that fueled consistent growth. But as inbound velocity began to plateau, leadership aimed to drive 20% of pipeline through outbound. They needed a scalable system that their Account Executives could adopt without disrupting their existing workflows.
Challenge
Sprinto’s SMB AE team, accustomed to handling high inbound lead volume, faced significant friction in adopting outbound:
No clarity on what good outbound looked like or where to begin
Assigned accounts often untouched or recycled from closed-lost deals
10+ hours per week blocked for outbound, with minimal activity logged
Uneven AE behavior across regions due to inconsistent inbound volume
Objective
To design and implement a lightweight, high-adoption outbound framework that:
Blends into existing AE workflows without creating resistance
Enables consistent outbound execution without extra complexity
Minimizes prep time and decision fatigue
Gives leadership full visibility into activity and adoption
Skopra’s Approach
Skopra led a 4-week GTM optimization sprint to help Sprinto embed outbound into their AE motion. The engagement focused on three layers of transformation: System Design → Behavioral Adoption → Performance Visibility.
1. System Design
We started by auditing AE workflows to identify exactly where outbound could be integrated without disrupting their day.
Daily schedules were restructured to create space for outbound activity alongside existing demo preparation and follow-ups.
The outbound cadence itself was designed to be low-lift and repeatable, giving AEs clear, time-bound actions they could execute without overthinking.
2. Behavioral Adoption
Instead of training sessions, we embedded outbound enablement directly into the AE workflow.
We equipped AEs with research frameworks, talk tracks, and plug-and-play messaging they could use immediately. Simple daily checklists helped reduce context switching and made it easier for reps to start outbound consistently without friction.
3. Performance Visibility
We built dashboards in Apollo and the CRM to give real-time visibility into adoption and activity.
Reporting for sales leadership was structured to highlight usage patterns and performance trends without increasing rep workload. These insights were then used to drive coaching based on actual execution data and account engagement.
Impact
Impact Area | Metric / Outcome |
|---|---|
Outbound Adoption | 75% of AEs adopted the new cadence within 3 weeks |
Efficiency | Weekly outbound time dropped from 10 hours to 2 hours |
Research Speed | 90% reduction in time spent preparing outbound context |
Sales Capability | AEs confidently executing structured, persona-based outbound |
Leadership Visibility | Apollo dashboard shows adoption, cadence usage, and impact |
Outcome Summary
By the end of the engagement, Sprinto had:
A high-adoption outbound cadence embedded in the AE workflow
Structured playbooks and ICP messaging built for compliance personas
AI-assisted research reducing outbound prep time by 90 percent
Leadership visibility into outbound execution and performance trends
