How Koala Became the Daily Hub for Sellers

As one of today’s fastest-growing SaaS companies used by 500,000 developers, Sanity has built a world-class PLG motion.

So, when we first met with Jon Eide Johnson, Senior Growth Manager at Sanity, it made sense that he was searching for a PLS solution to capitalize on this interest and use product consumption data to spot enterprise opportunities. But, after discovering Koala: Jon realized there could be an even more impactful opportunity to leverage content engagement across their website and tech docs to spot high-potential accounts — and this leap of faith paid off in a major way.

From installation to (incredibly) fast adoption by sales

Jon described getting up to speed with Koala as almost immediate — within minutes of installing the pixel, they were seeing hundreds of enriched accounts flowing in.

And, the sales team saw a goldmine of opportunity in this data.

Adoption quickly spread across sales (with teams even running their own enablement sessions). With Koala, every rep now had access to content engagement insights — with the ability to customize account & visitor views, signals tracked, and even how they used automation in their outreach.

Iterative implementation with product data

After seeing the value this data had unlocked for reps — Sanity now wanted to bring product data into the mix. Starting with product engagement data, which took less than 30 minutes to integrate, and eventually layering in consumption data to track custom actions happening in their product.

With product data now flowing into Koala, the team had self-serve access to the entire journey of every account — giving reps the flexibility to build everything from PLS plays to enterprise motions targeting engagement on tech docs.

Koala gives our reps easy access to data that was previously siloed across different systems. Having this 360-view has enabled much more relevant and timely outreach

The team saw another opportunity — layering in G2 signals

As a leader across several of the most trafficked categories on G2, they wanted visibility into what prospects were exploring (and ideally bringing it all into Koala). Working alongside Sanity as a design partner, we co-created an integration allowing them to maximize this data — bringing it into Koala where it could be enriched with fit, intent scoring, and routed to reps.

Pål Fredrik Braaten, Head of Demand Generation, shared that the integration of G2 signals was a massive step forward in helping them identify the 10% of prospects truly in-market

G2 signals are a key way to identify accounts that are in a buying journey. When combined with Koala’s insights, such as visiting enterprise pages, signing up for events, and now comparing us with competitors on G2, it creates a strong signal that an account is ready for outreach

Becoming a daily tool for sellers

From an early pilot a year ago, Koala is now being called the “main hub for the workday” by reps across the company. The team says Koala is driving a significant number of meetings for Sanity and outbound opportunities have now started to outnumber inbound as their main lead source.

“Outbound is fun again!” says Michael Cooper, a top SDR, who told us how Koala helped him land a meeting with a leading sports manufacturer (who happened to be one of his favorite brands).

Jordan Crosby, another top SDR on the EMEA team, says Koala gives him the tools to engage prospects with (eerily) perfect timing. He shared a recent win on how he landed a meeting with a major energy company, catching them as they were looking to review with another CMS provider.

Koala has given sellers the keys to the kingdom!

From their initial search for a PLS solution to discovering the power of content consumption, Sanity has built a foundation with Koala to unleash their seller’s creativity.

And, as they look to the future they see an even bigger opportunity: Shifting away from legacy ABM to power pipe gen end-to-end with Koala. From maximizing their ad spend using Koala’s world-class intent data, to territory planning and account segmentation.

Ready to supercharge your pipeline with Koala? Try it today!