increase in pipeline per rep
50%
decrease in ramp time
$12.8M
qualified pipeline generated
"Most AI tools we evaluated were just assistants; our reps still had to connect the dots. Actively is fundamentally different. It's a key component that powers our entire GTM AI strategy.”
Samir Joglekar
About Greenhouse
Greenhouse is the only hiring platform companies ever need. From sourcing to interviewing to onboarding, Greenhouse saves teams money by helping them make the best hires, faster, every time. Greenhouse’s innovations—from the latest AI enhanced workflows to our new candidate portal—save recruiters from gambling their time and money on new solutions as technology evolves. Great companies hire the best with Greenhouse, today and in the future.
The Challenge
Growing Pipeline Per Rep at Scale
Greenhouse faced a dual challenge: they needed to significantly increase pipeline generation per rep while also scaling their team efficiently. The sales development organization was struggling with productivity limitations and lengthy onboarding times that delayed new hire contributions.
Performance Bottlenecks
Reps were limited in their daily outreach capacity and targeting precision
Pipeline per rep was hard to scale
Onboarding Inefficiencies
New SDRs took 3.5 weeks to complete onboarding before building pipeline
Cold calling was introduced too late in the training process
It took 16 days before new hires were actively working prospects
The solution
Actively AI for Productivity and Accelerated Onboarding
Greenhouse implemented Actively AI for their entire team of SDRs, spanning not just the US but also EMEA and APAC, to address both productivity and onboarding challenges simultaneously. The platform's GTM Superintelligence became the foundation for driving higher-quality outreach at scale while serving as a training accelerator for new hires. After structured enablement and a deep partnership with leadership, Greenhouse SDRs now use Actively as a core part of their daily workflow, leveraging Actively recommendations as a central source of pipeline.
For Existing Reps: Within a strict, jointly established security and compliance framework, Actively AI analyzes Greenhouse’s CRM data, call transcripts, external data, and prospect interactions to surface the highest-propensity contacts with clear engagement reasons. This enables reps to focus their time on prospects most likely to convert rather than spending hours on research and list building.
For New Hires: The new onboarding program introduces Actively AI on day eight, with dedicated training. From day eight forward, new hires begin working Actively AI tasks—learning best practices while building high quality pipeline.
Key Outcomes and Use Cases
01 — Dramatic Productivity Increases
Actively AI enabled massive improvements in rep activity and targeting precision by eliminating much of the manual research aspects related to prioritization and pipeline. Below are the comparison between the 6 months before Actively was implemented and the 6 months after the team adopted Actively:
Touches per rep per week +47%
Contacts actioned per rep per week +39%
Pipeline per rep (6-month periods) +54%
02 — Higher-Quality Prospect Engagement
More volume doesn’t guarantee more pipeline. Actively was able to ensure the pipeline per rep increased by 54% by delivering better conversion rates on this higher volume.
Compared to performance before Actively was implemented and 6 months into a full rollout, conversion rate from initial outbound outreach to qualified opportunities improved by 58%.
03 — Accelerated New Hire Productivity
The AI-powered onboarding transformation delivered immediate results:
Onboarding time reduced from 3.5 weeks to 2 weeks
Time to first activity cut from 16 days to 8 days
Cold calling introduced 1.5 weeks earlier in the process
100% of new hires create opportunities during their onboarding month
Impact
$12.8M in Direct Qualified Pipeline and Transformational Scaling