Global sales intelligence platform moves upmarket and saves developer time with integrated email

The Nylas Email API helped launch critical communications integrations in a fraction of the time.

A leading platform for global sales intelligence helps businesses find, engage, and close their ideal prospects by providing premium company and contact information, including firmographics, technographics, sales trigger events, intent data, verified business emails, and verified mobile numbers.

The company is setting a new standard for data quality and compliance, trusted by revenue teams worldwide who need to create a pipeline of qualified leads, find their next best business opportunity, and overcome global compliance barriers.

Challenge:

To provide an all-in-one intelligence platform for thousands of revenue teams, the company needed to support bi-directional email capabilities to enable sales reps to execute automated outbound email campaigns. Without a robust email integration for Gmail, Microsoft 365, and other major email providers that revenue teams use, their product was missing this mission-critical use case.

Moreover, their original in-house build was regularly crashing due to its lack of infrastructure and scalability. Trying to resolve these issues, while accounting for customer edge cases and improving user experience, diverted resources from the team’s already over-committed engineers away from improving their core platform.

“We built native solutions, with our small team of four developers, but these solutions were having troubles. They couldn’t support everything we needed and it was a pain to onboard. We needed to find an outside solution,” said the CTO of the company.

The company determined that supporting an in-house solution would initially require a team of four people to build, plus two full-time individuals for ongoing maintenance. Additionally, it would require the engineering team to regularly aid in integration maintenance rather than focusing on platform enhancements.

Solution:

Once it became clear that buying a solution was a superior alternative, the company turned to Nylas for its email integration. After a smooth implementation of less than two months, the team onboarded all of their customers to a new email cadence feature powered by the Nylas Email API.

“You need expertise to solve problems with email, it’s quite hard to build properly. We wouldn’t have been able to easily hire someone who could have done this, while supporting our customers in production. We spent a lot of time fixing problems and now this is a plug-and-play solution for us. Nylas checked all the boxes we needed,” said the CTO. 

Results:

Switching to Nylas freed up significant developer resources, which the company could then reallocate to core platform upgrades. 

Driving demand for the platform

The Nylas-powered email outreach feature has helped further differentiate their platform from others in the market, driving demand for their product and expanding their customer base. 

Improving customer retention with embedded communication features

Email communication features helped the company retain more customers through an improved user experience. By providing embedded & bi-directional communications, their product reduces context switching for sales reps. This saves each rep multiple hours per week that would’ve been spent manually building and sending email cadences.

Improving engineering velocity

With the engineering team’s additional bandwidth unlocked, the company has broadened their offering by creating new differentiating features, like adding phone data & voice dialing capabilities. Armed with reliable, scalable, and secure email capabilities, the organization plans to move upmarket and empower more enterprise teams. This will increase contract value and boost revenue for the company.