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Biteable is a leading video creation platform used by thousands of businesses for internal communications, training, and marketing. Its intuitive, cloud-based tools enable teams to produce high-quality videos quickly, helping organizations improve engagement, learning, and brand presence.
As the company expanded, a growing volume of inbound interest from larger organizations signaled an opportunity to move upmarket. To capitalize on this, Biteable partnered with Whistle to validate an enterprise sales motion, implement a demo-led conversion approach, and explore how product-led growth could integrate with a structured sales process.
The goal was to qualify and convert inbound enterprise leads more efficiently, accelerate product feedback, and build a repeatable sales process that could inform future product and go-to-market strategies.
No Sales Infrastructure in Place: Biteable had never run a formal sales motion. Testing an enterprise model required a functioning process from lead to close.
High Intent, Low Conversion: Inbound leads requested demos, but without a dedicated team, many opportunities weren’t followed up on promptly.
Unclear Buying Journey: Without direct customer conversations, it was challenging to determine which enterprise features mattered most and where prospects were encountering difficulties.
Internal Resource Constraints: Hiring and ramping a new team internally would slow down progress and tie up product and marketing leaders in the meantime.
Whistle launched a scoped inbound sales campaign, acting as an extension of the Biteable team and owning the full lead-to-demo-to-feedback loop. Key strategies included:
Creating structured feedback loops to capture common themes, blockers, and product suggestions from calls
Faster Learning Cycles: Within weeks, Biteable had clear data on which companies were most likely to buy, which questions were common, and which features mattered most.
Improved Lead Conversion: Demo attendance rates increased, and more leads progressed to deeper product and pricing conversations.
Stronger Brand Perception: Even small accounts appreciated being offered a call, improving overall satisfaction and brand reputation.
Team Expansion: After validating the need, Biteable hired two full-time team members to continue the enterprise motion internally.
“Even people spending $10 a month were thrilled to be offered a call. It changed how people perceived the brand and led to better reviews—even when people didn’t buy.”
With proof of concept in hand, Biteable expanded its internal sales capabilities and launched a new product offering focused on team and enterprise users. The company continues to invest in demo-led sales, guided onboarding, and high-touch customer support to grow this segment further.
Solutions
Fast follow-up on demo requests significantly improved conversion rates and lead quality.
Biteable learned that some enterprise buyers preferred structured walkthroughs, even for a simple tool.
Personalized outreach helped improve sentiment, even when the deal size was low.
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