The client is a leading DevSecOps platform provider with more than 2,000 employees, offering a SaaS product that integrates a wide range of tools into a single application to streamline the software development lifecycle. It sells through an enterprise selling motion supported by a global business development (BDR) and sales development (SDR) team, and had shifted to an account-based marketing (ABM) approach to go deeper with high-intent accounts.

The company faced mounting pressure to move to an account-based marketing (ABM) sales motion and to drastically improve the quality of its leads. Despite its robust technology and the shift to ABM, gaps in prospect quality remained. The sales team reported that the business development team was delivering poorly engaged leads, forcing the organization to rethink its strategy and go deeper with high-intent accounts.

Two goals followed. First, improve pipeline generation and secure more meetings in a saturated market. Second, scale sales development by boosting meeting bookings by 30%, enhancing buyer engagement and reducing manual effort through authentic outreach. Any new approach also had to overcome the “I trust myself more” bias among sellers, and the team’s daily workflow ran through Groove, LinkedIn and Salesforce, so any new capability had to work inside those tools.

Twenty sellers from the global BDR/SDR team took part in a 12-week pilot of Humantic AI, integrated with Groove, LinkedIn and Salesforce so that buyer insights appeared inside the tools the team already used. The key features they used were DISC-based buyer insights, automated email personalization and buying committee maps. The engagement focused on top-of-funnel impact, in line with the company’s enterprise selling motion and its shift to account-based marketing.

SDRs and BDRs used Humantic AI for social selling insights and LinkedIn personalization, DISC-tailored email and buying committee maps, while sales leaders used it for deal strategy and for preparation ahead of quarterly business reviews.

To counter the “I trust myself more” bias, the Humantic AI team also ran two live workshops for the team on Sandler-Certified DISC methodology, giving sellers a shared framework for reading buyer personalities and adapting their outreach. The pilot measured uplift in meetings booked against the 30% target, along with seller-reported conversation quality and pipeline growth.

• 49% uplift in meetings booked, against a 30% target
• 58% positive conversations reported during the pilot
• 56% of users reported pipeline growth
• 20 sellers from the global BDR/SDR team completed the 12-week pilot with Humantic AI inside Groove, LinkedIn and Salesforce
• Two live Sandler-Certified DISC workshops helped the team overcome the “I trust myself more” bias