Case Study: Airbase triples SDR meetings and lifts AE pipeline to 140% with Nooks
Key results
The challenge
Airbase, a spend-management platform, relies on inbound and outbound SDR teams to source 40-60% of company revenue. In early 2023 the team adopted a virtual dialer to raise conversation quality and volume but saw disappointing results from their first vendor.
The solution
Airbase switched to the Nooks AI parallel dialer and collaborative salesfloor, letting reps dial five numbers at once and connect to the first answer, while managers monitored real-time analytics and AI-powered transcripts to coach talk tracks.
“The Nooks team cares second-by-second and minute-by-minute from trial to onboarding. Time to value was before we even bought it.”
CMCarver MarshallDir. Sales Development, Airbase
The results, in context
According to Airbase's customer story, the SDR team booked three times the meetings per week compared with their previous provider and tripled SDR-sourced pipeline. The approach expanded to account executives, whose self-sourced pipeline attainment rose from 30% to 140% of goal, a 366% increase in AE-sourced pipeline.