226 Appointments for Freshworks
Freshworks needed a structured outbound operation that could run parallel campaigns for Freshdesk, Freshsales, Freshservice, and Freshteam without the messaging bleeding together. Leadriver built the segmentation engine, wrote the sequences, and delivered pipeline at volume.
226
Appointments booked
3,127
Leads generated
$25,000
Avg deal size
United States
Headquarters
About the Client
Freshworks is a software company that offers customer engagement solutions designed to help businesses improve their customer and employee experiences. Their product portfolio spans customer support (Freshdesk), CRM (Freshsales), IT service management (Freshservice), and HR management, serving over 60,000 customers globally.
Client
Freshworks
Industry
SaaS
Headquarters
United States
The Challenge
Multi-Product Complexity at Scale
Freshworks needed to generate pipeline across multiple distinct product lines simultaneously, each with different buyer personas, competitive dynamics, and messaging requirements. This demanded a sophisticated, segmented outbound operation.
Competing in Saturated SaaS Categories
Each Freshworks product competed in highly competitive categories dominated by established players. Breaking through required differentiated positioning that landed with buyers who were already engaged with incumbents.
Scaling Without Sacrificing Quality
At the volumes required to move the needle for a company of Freshworks' scale, maintaining message quality and personalisation across thousands of prospects required structured processes and rigorous quality control.
Our Approach
Channels Used
Leadriver Team
Product-Line Segmentation and Persona Mapping
Leadriver developed distinct ICP profiles and persona maps for each major Freshworks product: Support (Customer Service Managers, VP Customer Experience), CRM (Sales Directors, VP Sales), ITSM (IT Managers, CIOs), and HR (People Operations leaders). Each segment received a standalone campaign with unique messaging.
Competitive Displacement Messaging
We developed messaging frameworks for each product category designed to open conversations with prospects already using competitor solutions. These sequences acknowledged the incumbent and positioned Freshworks' speed of deployment, total cost of ownership, and product consolidation advantages.
High-Volume Cold Email Infrastructure
Leadriver built and managed a high-volume cold email infrastructure capable of reaching thousands of prospects per month without deliverability degradation. Sequences were continuously tested and optimised, with A/B testing on subject lines, messaging angles, and call-to-action formats.
LinkedIn Outreach for Senior Buyers
For VP and C-suite targets, we deployed LinkedIn connection and messaging sequences that prioritised professional credibility. Senior buyers in the Freshworks target market responded strongly to personalised LinkedIn outreach that referenced their current tech stack or recent company activity.
SDR Deployment and Quality Pipeline Management
Leadriver deployed SDRs to manage the qualification layer, ensuring every meeting passed Freshworks' BANT criteria before reaching the account executive team. Detailed CRM notes and call briefings were provided for each booked meeting to maximise conversion on the sales side.
Results
226
Appointments booked
3,127
Leads generated
$25,000
Avg deal size
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