The Challenge
Jon Olson had seen this movie before. As VP Sales Development and Enablement at BillingPlatform, a billing and revenue management software company, he was responsible for an outbound motion that looked functional on paper and somehow felt broken in practice. His SDRs were hitting their activity numbers, the dials were going out, but meetings booked were dependent on an uncomfortably high headcount.
Connect rates sat between 4% and 5%, so for every 100 calls a rep made, 95 or 96 of them went to voicemail or just rang out. Jon's reps were failing because the numbers they were calling were wrong. Not wrong as in "this isn't the right person", but wrong in the sense that the people on the other end of those numbers were never going to answer a cold call.
Nobody had told the team that. Nobody had built the motion to work efficiently within that reality, so they kept dialing.
BillingPlatform even turned to parallel dialing to generate enough activity to produce any conversations at all, which Jon said was "expensive" and "exhausting." And it still didn't move the needle in any meaningful way.
That's because speed (or volume of activity, for that matter) wasn't the actual problem. It was that the team was spending the overwhelming majority of their time calling people who didn't answer. But without a way to separate the 20% of the market who would actually answer from the 80% who never would, there was no obvious path forward. The team was working hard inside a system that lacked key insights: Phone Intent.
The Solution
Jon was a skeptic, but the TitanX guaranteed pilot changed his mind.
TitanX used a proprietary behavioral algorithm to score Jon's existing contact list. It identified the subset of his list that was phone-ready, meaning they were behaviorally likely to answer a cold call. The pilot implementation required no new interface or workflow, and there was no disruption to the existing sales motion.
SDRs started calling the phone ready leads first, and they shifted away from parallel dialing toward power dialing and manual dialing into the higher-quality numbers TitanX had identified.
Jon also credited the training from TitanX as a meaningful part of what drove results. More live conversations meant sellers got more talk time with prospects, more real-time feedback loops, and faster skill development. The SDRs who had been leaving voicemails all day were now having actual conversations, and those conversations were making them better at the next one.
Slower, more precise dialing was a self-reinforcing approach to quality and output. Unlike parallel dialing, which had accelerated activity without improving quality or outcomes.
The Results
In the pilot alone, sellers were connecting with the high Phone Intent contacts at rates of 19% to 20%.
The more significant finding was that those results didn't decay when Jon decided to move beyond the pilot. Most vendors who offer a pilot do so because they're confident they can deliver results in that short window of time. But those results often don't stick.
Jon knew that could happen, and watched for slipping connect rates. But at every renewal cycle, he ran the analysis himself, comparing high Phone Intent scored contacts with the baseline, month by month. The answer kept coming back the same: Phone Intent scoring works.
Plus, more live conversations accelerated SDR development in ways that mere activity couldn't. Because the reps were having more real conversations, they were getting better faster. The team that emerged from two years of working TitanX P1s was both more efficient and more capable than the team that preceded it.
BillingPlatform ultimately reduced SDR headcount and still delivered the same number of meetings, or more, than the larger team had produced before TitanX.
Why TitanX
What separated TitanX from everything Olson had evaluated before was the durability of the evidence. He had been burned by vendors who showed strong pilots and weak production results. So when he ran his renewal analysis and saw the same four-to-five-times advantage month after month, it answered the exact question he'd been asking: not whether TitanX worked once, but whether it kept working.
That consistency made the ROI conversation straightforward in a way that most sales technology investments never are. "The ROI from TitanX is it's in a different league," he said. "It was immediate, and it was something that we felt top to bottom."
The precision approach to outbound also allowed BillingPlatform to avoid risks associated with TCPA regulations and AI-powered dialers or parallel dialers (which reportedly use AI-calling features that can be noncompliant). It meant they could abandon parallel dialing not just because it wasn't working, but because the risk profile of high-volume automated dialing had become harder to justify. TitanX's approach is human-verified, precision-first, and built around identifying the contacts worth calling rather than accelerating calls to everyone. So it's a TCPA compliant approach to achieving outsized results without burning through TAM, reps or increasing headcount.
Olson's advice to any revenue leader considering a pilot:
"Give it a try. The results are immediate and they last. There's no BS here. It works, and it works consistently."
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