Clarizen: 350% SaaS Pipeline Growth Case Study

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.

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.

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

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.

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.

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.

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.