Customer Overview
Company: Kentik
Industry: Network Observability and Monitoring
Role Highlighted: Senior Sales Development Representative, Strategic Enterprise (West)
Key Performer: Wes Anderson
Kentik is a leading provider of network observability solutions, empowering organizations to optimize their network performance and security. Operating at the intersection of cloud infrastructure, telecommunications, and enterprise IT, Kentik relies on precise, data-driven outreach to connect with high-value B2B prospects.
Wes Anderson, Kentik’s Senior SDR, stands out as a top performer. With achievements including 2023 SDR of the Year, exceeding quota by 128% in 2023, and leading in booked meetings, Wes exemplifies the impact of strategic and personalized outreach.
The Challenge
As Kentik scales its enterprise presence across strategic territories like LATAM, APAC, and ANZ, Wes was tasked with:
Managing highly complex outbound outreach to diverse personas across enterprise, service providers, and global accounts.
Achieving high levels of personalization at scale while maintaining Kentik’s enterprise-grade standards.
Balancing his workload of 250 highly tailored emails per week, requiring significant time investment (20–30 minutes per email).
In Wes’s words:
“When emails are expected to be highly customized and personalized, it can take 20–30 minutes to craft each one. Multiply that by my weekly quota of 250 emails—it’s a massive time commitment.”
The Solution
Wes turned to Tuesday, an AI-powered email personalization platform designed for sales professionals. Tuesday seamlessly integrated into Wes’s workflow, helping him achieve a remarkable balance between quality personalization and time efficiency.
Here’s how Tuesday transformed Wes’s process:
• Automatic Prospect Insights: Extracted key data from LinkedIn profiles, saving hours of manual research.
• Contextual Personalization: Connected data with Kentik’s ideal customer profiles (ICP) to craft hyper-targeted emails.