The ask was straightforward and hard: generate more pipeline without more budget. The answer was giving account executives the tools, content, and workflows to prospect on their own.

We built a program around tight, themed kits released on a regular cadence, organized around specific personas and verticals. Each kit had a clear strategic focus so reps weren't guessing what story to tell or who to tell it to.

But the automation side mattered as much as the content. By connecting activity data directly to our CRM, we reduced manual work and gave the team real visibility. Platform adoption went up 30%.

One of the program's biggest moments was bringing Zendesk's new AI agents to market, making sure reps could have that conversation confidently with both existing customers and new prospects.

In the program's first year, the team generated $95M in pipeline.