“On The Swarm, we get a view of who knows who across our team and our investors and advisors. We’ve layered our target accounts on top, and are now able to strategically reach out to our ICP through the person most likely to get a meeting. The results are improved response rates and more quality demos, with a better chance of closing deals!”
Jonatan Dykert, Co-founder at Ripe 🍉

‍

‍Ripe is a fast-growing startup with a platform focused on in-app lead and customer engagement. The company’s creative combined use of videos and customizable triggers is letting their customers reach their users at the perfect time with the right message to help them increase conversion from free to paid users.

‍The Ripe team has developed a sharp and methodic internal process to define their own target accounts. They’ve extensively used LinkedIn to reach out to their ideal customers. Over the last year, The Swarm has been dramatically enhancing this process by helping them map their own networks and strategically find the best possible intro paths into those accounts. They can lean on existing relationships and shared experiences, on top of fit and intent signals, to move deals forward and accelerate their growth.

Challenge

Ripe knows their target audience very well. They know which size, stage, and tech stack they need to adopt their solution. This allowed them to focus on a laser-target, focused list of 500 target accounts.

‍LinkedIn and cold email outbound allowed them to get a strong start and secure a solid list of customers. But they started to see diminishing returns and were hitting a ceiling with this approach. They needed a better way to cut through the noise and get a hold of those prospects. Mapping and leaning on their extended networks with The Swarm was the answer.

Solution

Ripe has benefited from The Swarm in two significant ways:

#1: By mapping their team and stakeholders networks’ on The Swarm, the team was able to get a company-by-company view of who they already knew (and how well) among their target accounts. This revealed new ways to get inroads into those accounts, and opportunities to multithread. This high-touch, relationship-driven sales is helping them get meetings and move deals forward with the accounts that matter the most to them.

#2: Every month, the Ripe team can now give their team and stakeholders a shortlist of ~10 prospects with which they’re already connected to. Thanks to The Swarm connection strength, they can focus on strong and familiar connections, beyond basic LinkedIn connections. This repeatable process is easy to set up and gives their internal team, investors, and advisors a very simple and tangible way to help connect the company with opportunities.

Results

Ripe has transformed their lead generation engine which overall led to 20% more demos and 2X lead quality. Ripe is experiencing significant growth with high-value accounts, and is looking forward to a continued partnership with The Swarm.

As the company grows, they plan on adding more team members, investors, advisors, partners, and even key customers to their Swarm account to map more relationships and lean on them to continue on their journey!

Your turn to map and harness your company network. Watch a demo at theswarm.com/demo