Clarizen: 350% SaaS Pipeline Growth Case Study

Frequently Asked Questions

What did UpliftSales do for Clarizen?

UpliftSales acted as an outsourced SDR calling team for Clarizen's APAC enterprise motion. Our professional SDRs ran targeted outbound calling campaigns into named enterprise accounts across ANZ, opening conversations with PMO leaders, CIOs, and operational executives, and booking qualified demo meetings into Clarizen's sales calendars. We built role-specific calling scripts for each persona and refined them continually based on what SDRs heard on the phones, so the outreach spoke directly to the strategic and operational problems each buyer group cared about.

What results did Clarizen see?

Clarizen saw substantial enterprise pipeline built through the calling programme, larger average deal sizes than their previous outbound efforts, and better conversion from meeting through to proposal. The team helped Clarizen close deals with some of ANZ's largest enterprises — Matthew Bruggen, their GM & VP Sales APAC, described UpliftSales as a "longterm strategic partner". The programme also opened breakthrough opportunities in verticals Clarizen's internal team had not previously reached, expanding their enterprise footprint into new market segments.

Which channels did the Clarizen campaign use?

Clarizen was a pure phone-led programme — professional SDRs on the phones, dialing their enterprise ICP directly during business hours. UpliftSales runs almost 100% calling campaigns for clients; we do not lead with cold email or LinkedIn outreach as primary channels. For an enterprise work management platform like Clarizen, live phone conversations were the only reliable way to reach PMO leaders, CIOs, and operational executives. Recorded calls, weekly review, and coached calling powered continuous improvement across the campaign.

How did UpliftSales reach PMO leaders, CIOs, and operational executives at large enterprises?

By treating each persona differently on the phone. Our SDRs used role-based calling scripts — one shape of conversation for a PMO leader, another for a CIO, another for a VP of Operations — each addressing the pain that persona actually feels about work management, execution risk, and portfolio visibility. Combined with disciplined dialing into a tightly-scoped list of large ANZ enterprises, that meant Clarizen's SDRs were having relevant, senior-stakeholder conversations rather than being screened out. Consultative qualification on the phone kept the resulting meetings genuinely fit.

How long has UpliftSales worked with Clarizen?

Clarizen is one of UpliftSales' longer-standing engagements. What began as a targeted enterprise calling programme grew into an ongoing partnership: Matthew Bruggen described the team as a "longterm strategic partner" after Clarizen closed deals with some of ANZ's largest enterprises through the programme. The continued engagement meant the SDR team accumulated deep familiarity with Clarizen's ICP, competitive landscape, and objection patterns, which compounded pipeline quality and conversion over multiple campaign cycles rather than starting from scratch each quarter.

What was the biggest challenge with the Clarizen APAC campaign?

Cutting through in a crowded category. The enterprise work management space is full of competing platforms, so being memorable enough on a first phone call to earn a real demo meeting was the hard part. Generic outreach did not land — the fix was professional SDRs who could clearly articulate Clarizen's differentiated value proposition on the phone to a senior buyer in under 90 seconds, then hold a qualification conversation once curiosity was earned. Building and drilling that capability across the team was the biggest lift in the early quarters.

Could this same cold calling approach work for another enterprise SaaS vendor selling into APAC?

Yes. Clarizen is a strong template for other enterprise SaaS vendors targeting ANZ — especially platforms sold to a small number of large accounts where the buyer group includes a mix of C-level, operational, and technical stakeholders. The pattern that worked was a tightly defined enterprise account list, role-specific calling scripts per persona, and disciplined phone outreach with SDRs experienced enough to handle senior stakeholders. Any B2B tech vendor with a considered enterprise motion in APAC will benefit from the same calling-led approach applied to their ICP.