How Workvivo systematized rep success and increased meetings booked by 40% | Common Room

How Workvivo systematized rep success and increased meetings booked by 40%

“Common Room isn’t another tool in our BDRs’ toolbox—it is the toolbox.”

Joe Broome

Global ABM Manager

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Summary

How Workvivo turns buyer intelligence into pipeline with AI

About Workvivo Workvivo, a Zoom company, is an employee experience platform used by millions of users at many of today’s leading enterprise companies.

Problem Workvivo’s BDRs were all using different tools and processes for outbounding. This made it difficult to maximize sales efficiency and scale high-performing workflows across the team to hit higher growth targets.

Solution Workvivo made Common Room its pipegen command center to consolidate point solutions and standardize workstreams. Data and signal capture, orchestration, and activation are all managed by Ops in one platform purpose-built for pipegen.

Strategy Ops serves up prioritized plays in an actionable, rep-friendly UI that enables BDRs to rapidly go from signal to send. Everything from lead identification to scoring to sequencing is augmented or automated via AI and fully customizable workflows.

Results Common Room generated:

Key quotes

“We've got plays ranked from highest priority to lowest priority in Common Room based on what’s most important to us. Reps don’t really need to think—they can just go in and start prospecting.”

Harvey Jewell

Head of Marketing Operations

“Common Room has become less of a tool and more of a way of life for BDRs.”

Joe Broome

Global ABM Manager

“Common Room is a living, breathing dashboard with real-time insights about real individuals and real engagement signals rather than static visuals of an account.”

Joe Broome

Global ABM Manager

Background

Tribal knowledge doesn’t scale. Neither do manual processes, fragmented data points, and siloed tools.

That’s why organizations like Workvivo—a Zoom company—orchestrate sales success with a customer intelligence platform purpose-built for pipegen. Real-time buyer insights, prioritized prospects, and proven plays are all served up to reps on a silver platter and automated with AI.

Here’s how Workvivo used Common Room to:

Unify buyer intelligence

Every Workvivo BDR was using different tools and processes to generate pipeline.

With no single source of truth—and no single framework to follow—no two BDRs were operating in the same way. This became a bigger problem as the team’s headcount—and the company’s growth targets—got higher.

Head of Marketing Operations Harvey Jewell set out to fix it.

Harvey knew some reps were seeing success with signal-based outbound, using website visits, LinkedIn engagements, job changes, and job listings to prioritize prospects and personalize outreach.

But reps had to manually hunt down signals and toggle between tools to action on them, jumping from point solution to enrichment provider to sales execution platform.

Manual workflows and limited visibility made it difficult to optimize for efficiency and scale proven strategies and tactics across the team.

“It’s impossible to optimize and scale when you’re not sure what good looks like,” Harvey said.

At the same time, Workvivo was trying to connect its marketing engine to its outbound strategy.

There was lots of valuable marketing intelligence hidden in HubSpot, from webinar attendance to content consumption. But getting visibility into this information was tedious and time-consuming for reps.

“We would get a spreadsheet that had everyone who'd attended a webinar and you would have to filter through it to see if any of them were your target accounts,” said Head of Sales Development Cathal Curry. “When you have 300 target accounts at enterprise level and another 500 in your patch at mid-market level, you don't know them all off by hand, you know? It just meant that we were inefficient at following up or knowing which accounts were warmest.”

That’s when Harvey heard about Common Room.

The platform’s flexibility and ease of use—both for Ops and in-the-field reps—made it an appealing choice to unify all first-, second-, and third-party data and signals in one place, including insights from HubSpot.

“With other tools, it sometimes feels like you can’t get under the hood,” Harvey said. “It’s like, ‘Give us your money and we’ll do something and the results will be great.’ But Common Room made it really simple to build plays and deliver them to the sales team. It’s really intuitive and user-friendly.”

Scale winning strategies teamwide

The BDR team logs in to Common Room each morning and is greeted by a list of plays stack ranked by Ops.

These include plays built around:

Common Room’s intelligent automations build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals.

Each play has its own prescribed workflow for BDRs to follow.

For example, if a prospect visits a high-intent page on Workvivo’s website, they’re automatically added to a BDR’s website visits segment based on that rep’s outbound territory. Since Workvivo uses Common Room’s team segments functionality, plays are automatically tailored to reps based on preselected fields in HubSpot.

Reps click into a play and get a 360-degree view of every buyer and organization, from cross-channel activities and keyword searches to company size and economic buyer count.

BDRs immediately disqualify prospects that aren’t a good fit or add prospects who are a good fit to a personalized Outreach sequence, marking them as “Worked” as they go down the list.

Results

Workvivo rolled out Common Room to the BDR team in February 2025. Within a month, the number of meetings booked increased by 40%.

Workvivo is now looking to expand Common Room to other teams across the sales org.

“Common Room isn’t another tool in our BDRs’ toolbox—it is the toolbox,” Joe said.

Workvivo is the digital heartbeat of many enterprise organizations. Common Room is the digital command center of Workvivo’s pipegen engine.