'Pipe Gen Fridays' with Alex Frank, Enterprise VDR at Vercel

We caught up with Alex Frank, a top Enterprise VDR at Vercel, who is writing the playbook on using Koala for his weekly sales process. Like any good sales process, consistency is everything — and Alex showed us how he has incorporated Koala into his PG workflow. Every Friday, he blocks time on the calendar to filter through his accounts and prioritize them for the next week.

He has set up views to see accounts under his AE — as well as accounts not currently assigned. He sorts them by level of intent and accounts that most recently showed activity to select the best accounts to start working.

Alex shared a recent win from his process — spotting a subsidiary of a larger enterprise he’d recently seen. The company was showing very high intent, so he knew it was worth a closer look.

When he did some digging he discovered that the main business had a lower-tier account with Vercel already. Sensing an upsell opportunity, he reached out to multiple contacts at that account, leveraging the specific activity he saw happening in Koala to personalize his outreach.

A couple days later: he had a confirmed meeting on the calendar.

Spotting Interest Before it Hits the CRM

Alex shared another how he’s using Koala to spot opportunities that are not yet assigned. As part of his weekly process, he checks a Slack channel that he has set up showing all opportunities not currently assigned or in Vercel’s CRM.

He highlighted an example of a Canadian Power Company that recently popped up on his radar — who was going deep on Vercel’s security page.

When we see people look at our security page, product-specific pages like Next.JS and pricing page, we know that’s a strong signal for us

In this situation, the contact was anonymous — they hadn’t entered any details on Vercel’s site yet — so Alex assigned the account to himself for future follow-up.

A week later he saw an inbound request come in for a demo from that organization who was also requesting access to Vercel’s security agreement.

With the company already on his radar, he was able to use all the context he had from their activities in Koala to write a highly tailored note to secure the meeting!

For Alex: Consistency is Everything

Alex’s workflow is a masterclass in building Koala into your weekly pipe gen process — and results like this speak to his incredible success!

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