Turning Interactive Demos & Click Data into Pipeline with Ryan Cartwright at Resourcely

We caught up with Ryan Cartwright, Head of Sales at Resourcely, to learn how he’s using Koala to collect insights and better qualify prospects. From leveraging interactive demos through Arcade to setting up custom events that track prospect engagement across Resourcely’s website, Ryan has developed a system that turns insights into high-impact opportunities.

Harnessing Interactive Demos to Spot Prospects

For Resourcely, interactive demos have been essential for measuring intent. By embedding Arcade demos throughout Resourcely’s marketing site, Ryan and his team have gained critical insights into how deeply prospects are engaging with key features, which allows them to go into sales conversations ready.

“We’ve set up specific Arcades for different parts of our platform,” Ryan shares. “One demo is focused on Blueprints, another on Guardrails. Each one is tailored to guide prospects through an interactive experience that highlights the value of our product.”

What makes these demos even more valuable is how Ryan has configured them in Koala. “I’ve created alerts and lists for key milestones, like when someone reaches the final step of an Arcade demo,” he explains. “That’s a clear signal that the prospect isn’t just browsing—they’re highly engaged and evaluating the solution.”

He shared a recent example of how this helped his team spot an opportunity with a major security company. “When I saw someone from their team reach the final step of our Blueprint demo, I knew it was time to act,” Ryan recalls. “Within days, we had a meeting on the calendar.”

Using Custom Events to Go Beyond Page Views

Ryan has expanded the insights he’s collecting in Koala by setting up custom events across Resourcely’s website to capture more granular signals. “Instead of just looking at page views, I wanted to see what actions prospects were actually taking,” Ryan says. “So, I set up custom events on key buttons, like ‘Get Started’ and ‘Calculate Cost,’ to track clicks.”

These events provide his team with insights into the specific actions prospects are taking on pages. “We discovered that certain buttons weren’t getting clicked because they didn’t look interactive,” he shares.

“After making them more prominent, we saw a spike in engagement, which helped us identify new high-intent prospects.”

Ryan can now track these actions in Koala and set up real-time alerts based on events. “If I see a prospect engaging with a key feature, like clicking through a product page or our cost calculator, I know they’re in research mode and potentially ready to book a demo,” he explains.

Turning Insights into Pipeline

By integrating Koala and Arcade, Ryan has built a data-driven foundation for pipeline generation at Resourcely. “Koala gives us the insights we need to spot high-intent opportunities early, and Arcade helps us engage those prospects in a meaningful way,” he explains. “It’s changed the way we approach outbound by allowing us to act on data rather than guesswork.”

Ready to do the same? Try Koala for free today!