Remote relies on Kernel custom data to build pipeline

50 outbound reps

Series C

HR Tech

15,000

Net new accounts added in 1 week

130+

Extra Meetings Booked Monthly

HQ: Remote

Founded: 2020

Website: Remote.com

Remote runs on Kernel

“Kernel let me create stellar territories for 100+ reps in 1 week, including finding 15,000 brand-new accounts.”

Sara Jordão

Revenue Operations Manager, Remote

The Problem

Remote’s 50+ outbound reps spent 25% of their time searching for the right accounts to target.

The Solution

Remote’s RevOps team uses Kernel to deploy custom data directly in their CRM. They use the data to find new accounts, rank accounts, route inbounds and create territories.

The Impact

Remote is estimated to book 130 extra meetings per month by focusing on high-value accounts.
Added 15,000 high-value accounts that were missing from their CRM. Estimated impact: $5M+ ARR added.

Finding the right partner

Remote had tried to crack this nut before.

The CRM was littered with legacy account scores and data from practically every vendor out there. Yet, reps didn’t trust any of it.

To solve the problem, Remote ran data samples across many vendors to see who could deliver the custom data that fit their exact needs as they scaled.

Remote had a clear wish list for their ideal partner. They wanted:

RevOps to be able to deploy custom data that outbound reps find manually

RevOps to be able to do a global TAM analysis to avoid missing out on great accounts

RevOps tooling to create territories based on the custom data

Reps to be able to verify all data for themselves to build trust

The Solution

Most scale-ups have bought a lot of revenue tools and data providers. Yet, their reps still manually find data that indicates an account has the problem they solve.

Kernel offers a no-code data platform that enables the RevOps team at Remote to configure, deploy and evaluate the data outbound reps find manually.

The RevOps team uses the data to find new accounts, rank accounts and equip reps to personalize their outbound messaging.

Remote regularly refreshes custom data for tens of thousands of accounts directly in Salesforce. Each rep gets a unique report with their top accounts that allows them to filter and sort accounts based on the data that matters most to them.

Together, we hosted live onboarding sessions with all 50+ reps and their sales managers to set them up for success and collect feedback.
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Case Study →

“We tested many data tools — only Kernel lets us deploy the custom data we need with precision.”

Thiago Salem

Director of Go-to-Market Strategy, Remote

Territory and capacity planning

Remote used the Kernel data to find all high-quality accounts globally from a database of 70M+ accounts. Remote then split the accounts into 50+ territories based on region and product focus. As part of this, Remote grew their target account list by 15,000 high-value accounts that were previously missing from their CRM.

Outcomes

Book more extra meetings per month by focusing on high-value accounts. Remote’s reps previously targeted accounts that could not buy, or spent several days per month searching for high-value accounts. The estimated impact is 130 extra meetings per month.
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Never miss a great account. Kernel added 15,000 new high-value target accounts that were not in Remote’s CRM, adding an estimated $5m of ARR.

‍More focus on strategic initiatives, less firefighting. Kernel owns data quality and scoring so Remote’s RevOps team can focus on the big picture.

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