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Biteable is a leading video creation platform used by thousands of businesses for internal communications, training, and marketing. As the company expanded, a growing volume of inbound interest from larger organizations signaled an opportunity to move upmarket. Biteable partnered with Whistle to validate an enterprise sales motion, test a demo-led conversion approach, and assess how product-led growth could work alongside a structured sales process.
Biteable Campaign Goals
1. Qualify and convert inbound enterprise interest more effectively.
2. Build and test a repeatable sales motion around demos and follow-up workflows.
3. Validate pricing, positioning, and buyer needs ahead of enterprise product development.
4. Accelerate product feedback to inform roadmap decisions.
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 were requesting demos, but without a dedicated team, many opportunities weren’t followed up in time.
Unclear Buying Journey: Without direct customer conversations, it was difficult to identify which enterprise features mattered most, and where prospects were getting stuck.
Internal Resource Constraints: Hiring and ramping a new team internally would slow down progress and tie up product and marketing leaders in the meantime.
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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:
1. Deploying 2–5 part-time SDRs across multiple time zones to ensure rapid lead follow-up Building a demo- focused sales process that prioritized response speed and lead qualification
2. Developing email nurture sequences tailored to job title, company size, and behavior
3. Training SDRs to conduct live product demos, answer questions on pricing and procurement, and surface key objections
Creating structured feedback loops to capture common themes, blockers, and product suggestions from calls
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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.
"The biggest thing is, Whistle helped get our time to market faster. It would have taken us two to three times as long to figure out these things without having fast access to smart people who could talk to customers. 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." - Brent Chudoba | CEO at Biteable
Speed Matters in Inbound: Fast follow-up on demo requests significantly improved conversion rates and lead quality.
Demo-Led Sales Can Work for Product-Led Companies: Biteable learned that some enterprise buyers preferred structured walkthroughs, even for a simple tool.
Small Deals Still Need Great Support: Personalized outreach helped improve sentiment, even when the deal size was low.
Testing Beats Guessing: Rapid validation saved time and de-risked the decision to build out an enterprise sales team.
Future Opportunities for Biteable
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.
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