$0 to $35M Pipeline in 6 Months

Roots AI, formerly Roots Automation, was an early-stage cognitive process automation (CPA) when Chaz Perera, CEO, had reached out to the Revenue Institute. They focused on intelligenct automation for financial services organizations, namely, insurance. As former C-Suite at AIG, Chaz had sold into his connections; however, that wasn't scalable. He needed a solution to truly scale sales and marketing without adding dozens of employees. Roots' key target market was C-Suite executives in mid-market and enterprise insurance companies. They needed an automated, yet personalized, sales system to get in front of these hard-to-reach prospects.

Roots has a well-funded, well-connected startup targeting a very painful objective: automate the insurance industry's back-office and administrative tasks to they could reduce costs. Insurance companies spend billions of dollars on professionals that do data, form-reading, and basic decision-making. However, while the company was VC-backed, it did not have the capital or desire to hire dozens of sales and marketing professionals. That made it difficult to grow when incumbents had billions to spend to market inferior technology. The leadership team was expert at complex, cognitive automation in insurance, but didn't know how to handle automating enterprise sales.

Revenue Institute started by learning the Roots business. To automate an enterprise sales cycle requires intimately understanding the nuances of it. Revenue Institute acted, for a short time, as an outbound sales function; from lead generation to negotiating and closing Roots' first Fortune 100 customer, Liberty Mutual. After this short outsourcing period, Revenue Institute started developing custom BDR, Ops, Intel, and Marketing Agents that could identify in-market prospects and reach out to them in a way that resonated with the C-Suite. This resulted in filling the calendars of Chaz and the rest of leadership to the point they did have to hire a VP of Enterprise Sales and build a team of high-level closers.