Spectro Cloud x Onfire: Generating $1.65M in new pipeline with developer-focused intent signals
Learn how Spectro Cloud’s SDRs increased connect rate, improved outreach relevance, and unlocked massive revenue opportunities
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Executive Summary:
Kubernetes management platform Spectro Cloud was struggling to identify technical buyers at Fortune 500 companies. SDRs were spending hours combing through hundreds of developer profiles on LinkedIn to find a handful relevant prospects. Spectro Cloud partnered with Onfire to automate account research - resulting in more accurate data, higher connect rates on phone and email, and over $1.65 million in new pipeline.
Snapshot
- Customer: Spectro Cloud
- Revenue leader: Amber Seels, Global Director of Sales Development
- Industry: Software & IT Infrastructure (container orchestration)
- Use cases: Account research
- The line that matters: "Tasks that once took hours- like finding the right developer, validating a signal, or confirming keywords- now take minutes with Onfire.”
The backstory
Redesigning the relationship between devs and platforms
Spectro Cloud helps enterprises orchestrate Kubernetes in any environment — from edge to data center to cloud. By offering out-of-the-box integrations and a build-your-own-stack philosophy, Spectro Cloud frees enterprises to choose the right tools for their needs.
However, Spectro Cloud’s own SDR organization was far from free. As they tried to identify people at Fortune 500 enterprises who could benefit from a Kubernetes management platform, reps were stuck with a tedious and error-prone manual research process.
GTM challenge
Spending hours on research to leave a message after the beep
Spectro Cloud’s SDR organization was trying to find developers and site reliability engineers at Fortune 500 companies who use Kubernetes. “It was like finding a needle in a haystack,” says Amber Seels, Global Head of Sales Development at Spectro Cloud. “Our SDRs would sift through a thousand DevOps engineers to find one person who has Kubernetes listed as a skill on LinkedIn.”
The most discouraging part? Even after all that research, technical buyers often didn’t pick up the phone. And with traditional intent tools staying at surface level, Spectro Cloud had no reliable signals to help identify the ones who would be more receptive.
“Without the intent signals that you get from Onfire, we were just guessing and trying to figure out who might use our platform,” explains Seels.
Onfire solution
Boosting conversions with a custom Onfire workflow
Seels was aware of a number of account research tools, but none offered visibility into the places where developers talk. Onfire was different.
“A lot of the people searching for solutions like ours are on Reddit. Onfire turned these hidden discussions into actionable insights, enabling our SDRs to reach out with context that resonated immediately.”
After seeing the difference that intent signals from online communities can make, Spectro Cloud and Onfire started designing a new workflow. The two companies dove into Spectro Cloud’s ICP to pinpoint the exact people that SDRs were looking for. Then, Onfire tailored a solution to meet Spectro Cloud’s specific use case, embedding its tools directly into SDR workflows. As Seels put it,
“My reps love the ease of use of Onfire. Every morning, they come in, open the portal, see those intent signals, and decide if it makes sense to contact their prospects.”
By working together to pinpoint the characteristics of elusive technical buyers, Spectro Cloud and Onfire have laid the groundwork for long-term collaboration.
"Onfire is not just a regular platform,” says Seels. "They're part of the team.”
Impact
Booking qualified opportunities in 30% less time
Instead of spending tedious hours on data entry and chasing irrelevant prospects who would never pick up the phone, Spectro Cloud’s SDRs can now focus on building relationships with buyers who are in-market. The result is a happier team - and a much stronger sales pipeline.
In numbers, the impact of Onfire has translated to:
- Over $1.65M in new pipeline generated from leads sourced through Onfire’s Revenue Intelligence.
- 30% increase in mobile phone contact rate.
- HIgher data accuracy - when targeting larger organizations, Onfire can identify where developers are located and who they report to, which helps SDRs reach out to the prospects who are actually in their assigned territory
- 15% uplift in email reply rate with SDRs crafting more tailored and relevant messaging using Onfire’s data.
Bottom Line
Spectro Cloud’s SDRs used to spend hours validating signals, combing LinkedIn Sales Navigator, and juggling tools. Now they have a simple, straightforward research process that frees them to focus on human connection.
“I get reached out to almost daily by vendors that have a similar product to Onfire, but it’s not the same. The difference is that Onfire is able to look for those intent signals that are specific to my company’s needs. They understand our ICP and work with us to tailor their platform for our use case.”
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