High-Velocity Outbound: How Pendo Scaled Pipeline Productivity with Nooks

The Challenge: Scaling the "Best Rep" Intuition

Pendo has always maintained a high standard for outbound excellence. Before partnering with Nooks, their BDR team was already conducting deep, strategic research to stay ahead of the market. However, as the organization grew, the challenge became how to replicate that "top-tier rep intuition" across a global team without requiring hours of manual work for every account.

"Our team was already doing the work of researching signals manually, but it was a heavy lift to do at scale," explains Slater Bridgman, Senior Director of Business Development at Pendo. "When you have elite reps spending an hour researching a single account, you eventually hit a ceiling. We needed to take that high-level research and automate it so our people could focus on what they do best: building relationships."

From an operations perspective, Pendo was looking for a way to centralize this effort. "We wanted an execution layer that could grow with us," says Evan Inscoe, Go-To-Market Engineer at Pendo. "We have a highly sophisticated tech stack, so we needed a platform that could plug into our data sources and streamline the workflow for the reps."

The Strategy: A Unified Execution Layer for AI & Outreach

Pendo deployed Nooks to unify their sophisticated outbound motion, creating a single workspace where AI-powered research and human connection happen in tandem.

1. Elevating the Virtual Sales Floor

Pendo used Nooks to turn their hybrid environment into a real-time collaborative hub. Even as a highly technical org, the "human" element of the sales floor remains a core part of their success.

• Real-Time Best Practices: "The team rallies around the virtual sales floor, listening to each other's live calls and applying best practices on the fly," says Inscoe. "It’s created a collaborative energy where reps are proactively asking each other to hop on for end-of-day dial sessions."
• Immediate Adoption: Because the platform felt like a natural extension of their culture, Pendo saw an immediate 85% increase in daily call volume and a 90% increase in meetings booked specifically over the phone.

2. Automating Strategic Intent with "Signals"

The most significant shift was moving from manual research to Nooks AI research. Instead of reps scrounging for data, Inscoe and the GTM team leveraged customizable "Signals" that serve high-intent leads directly to the reps' dashboards.

"We’ve uncovered signals that ended up being our best ones ever just by replicating what our best reps were already researching manually," says Bridgman. "It took the guesswork out of the job. Now, one in three of our meetings are sourced directly from these AI signals."

3. Personalized Excellence at Scale

Pendo’s outreach has always been high-quality; Nooks simply allowed them to maintain that quality at a much higher frequency. By using AI to pull first-party conversation history and account news into drafts, they saw a 3x quarter-over-quarter increase in meetings booked via AI emails.

"The AI does the research and drafts the messaging based on our past data," says Bridgman. "The rep just handles the final context and the human connection. It allows the AI to do what it does better, so the humans can focus on the interactive, fun part of sales."

The Results: 200% Quarterly Growth

The synergy between Pendo’s strategic process and Nooks’ automation led to a 200% increase in meetings booked between Q2 and Q3.

Dynamic Signal Refinement

As a GTM Engineer, Inscoe works closely with the reps to "tune" these signals in real-time. "We have the autonomy to customize signals for what is best for the team. We see the quality of those signals increase as we adjust them based on rep feedback. Every BDR has the ownership to manage their book of business and dial the way they want."

Closing the Loop on Intent

One of the team's favorite innovations is the "Requested Follow-Up" signal. Nooks transcribes calls live and identifies when a prospect asks for a future touchpoint.

"It catches those details that might otherwise get lost," says Inscoe. "It repopulates that signal when the time is right, keeping our BDRs on top of their warmest contacts."

The Bottom Line

"For Pendo, being AI-forward is a core strategic pillar," concludes Bridgman. "Nooks has allowed us to systematically improve how we go to market without putting the reps through heavy change management. We’re getting more at-bats and learning how to handle objections more effectively every day."

"Nooks has become a core part of our high-performance workflow. It took the manual heavy lifting out of the job and allowed our reps to spend more time being prospect-facing. I can't imagine going back to the way things were before."

— Evan Inscoe, Go-To-Market Engineer, Pendo