RingCentral

Driving Net-New Meetings for RingCentral Through a Pay-Per-Meeting Model

RingCentral is a cloud-based business communications company that partnered with Whistle to support outbound meeting generation for its BDR team.

15 months

Campaign Duration

Outbound

Campaign Type

1

No of SDRs

Key Performance Indicators

$1.3M

$ value of pipeline generated

Meetings scheduled

113

Number of qualified meetings scheduled

Estimated SQL ROI

14.4X

Estimated Return In Investment

Revenue Growth Realized

$325,000

Public

Funding Stage

5,001–10,000

Headcount

California

HQ location

Cloud-based communications

Target Industry

Global

Target Location

Decision-makers responsible for communications and collaboration technology

Target Persona

Table Of Content

Overview

Challenges Faced

Our Solution

Results Achieved

Future Outlook

RingCentral is a cloud-based business communications company that partnered with Whistle to support outbound meeting generation for its BDR team. The engagement focused on increasing net-new meetings while operating alongside several existing meeting-maker vendors. Whistle supported RingCentral through outbound execution and ongoing campaign management.

Challenges Faced

  • Operating within a multi-vendor outbound environment
  • Internal team changes during the campaign
  • Meeting attendance issues from internal AEs
  • Reaching senior-level personas consistently

‍

Our Solution

  • Executed an outbound campaign using a pay-per-meeting model
  • Focused outreach primarily on phone after email proved ineffective
  • Adjusted channel strategy during the campaign based on performance
  • Maintained regular communication through recurring meetings and shared channels
  • Provided reporting and insights throughout the campaign

‍

“The Whistle team is organized, communicative, and responsive. They provide detailed insights, adjust to our internal changes, and deliver meetings consistently. Even when challenges arise, they help us maintain momentum and improve conversion trends.” — Bernice Wen, Director of Demand Generation, RingCentral

Results Achieved

  • Delivery of meetings to the BDR team on an ongoing basis
  • Improved meeting completion rates later in the campaign
  • Quarter-over-quarter improvement in conversions
  • Additional insights provided beyond core campaign metrics

‍

Future Outlook

Key Learning

Strategic Agility is Essential

Success required pivoting from ineffective email outreach to a phone-first strategy based on real-time performance data. This adaptability was crucial for driving results and improving conversion trends quarter-over-quarter.

External Partners Provide Stability

External SDR support maintained consistent meeting generation despite internal challenges like team changes and variable meeting attendance. This ensured the campaign kept momentum and delivered value regardless of organizational flux.

Collaboration Drives High ROI

Close collaboration and transparent reporting were critical to success within a complex multi-vendor environment. This alignment ultimately generated $1.3M in pipeline and an estimated 14.4X ROI.

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