How a funnel exercise, RevenueHero and the right strategy helped TLDR 6x their booked meetings

With TLDR’s massive audience a majority of their business comes inbound and through people who have heard of TLDR (5 million subscribers!).

Given their highly competitive nature of business TLDR recognised the need to get in front of interested prospects as quickly as possible and leverage RevenueHero’s Inbound Router, Matching, and Relays to turn intent into booked meetings across channels. With a HubSpot form setup to collect these inbounds, the sales team was following up with folks who filled up the form via email.
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What prompted the need for a product like RevenueHero?‍

After running a funnel exercise it became obvious that a massive number of the prospects who fill out the form, end up dropping off from the funnel or going cold despite initially showing interest.
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Evaluation and choice

‍In an effort to choose the right product to reduce drop offs in the funnel after form fills the evaluation included RevenueHero, Chilipiper and Default.

Ultimately, the decision to choose RevenueHero was the result of robust integrations, ability to easily connect the product with third party systems including existing enrichment providers, and a really clean UI.

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The RevenueHero experience

The TLDR team kicked off the official evaluation on the 13th of February 2024 marked by the one Slack notification that the team at RevenueHero loves. 

After an initial evaluation to replicate TLDR’s routing logic in RevenueHero, they were off to the races. Prospects who were filling out the form instantly saw the sales team’s availability, allowing them to book a meeting instantly right on the website. 

With existing prospects being presented with their account owner’s availability and net new prospects being presented availability based on their company segment and the region from which the prospect is submitting the form, meetings were booked based on an optimised routing logic that delivered the right prospects in the right sales rep’s calendars.

A month after integrating RevenueHero to their inbound flows, TLDR doubled the number of meetings booked compared to their manual process of following up with email after each HubSpot form submit. RevenueHero’s flexible round robin ensured that prospects saw not just a single sales rep’s availability, but the availability of all the sales reps assigned to the segment and region associated with the form fill. 

The team at TLDR recognised the impact of improving any part of the funnel with incremental lifts resulting in a direct impact on the business and revenue. As a result, the team leveraged several other features in RevenueHero like customising the window within which meetings could be booked and one click handoffs between the sales teams to book meetings on behalf of the prospect with the right AE. This had a direct impact on the conversion percentages throughout the funnel, eventually boosting revenue. 

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We’ve seen a lot of these features provide us with several percentage point lifts throughout our funnel

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The results

RevenueHero has turned a lot of custom development on our side or an ops process into a toggle. And so many of the best practices are just built in. I think almost every time I’ve asked the Revops team hey can we do this? Oh yeah that’s just at toggle and it’s live day of

The combination of TLDR’s demand gen strategy, Ops process, and RevenueHero, the team has managed to 6x the number of meetings booked since the start of the year. 

The Revops team at TLDR has been able to enable new workflows and incorporate best practises without having to rely on new workflows or custom development and optimize their pipeline the day of the requests coming in by leveraging RevenueHero’s built-in functionalities.