Juicebox turns PLG sign-ups into $3M in enterprise pipeline with Unify

Outbound motion couldn’t keep up with PLG traction

Free trials and word of mouth had turned Juicebox into one of the fastest-growing HR tech companies in the market, with tens of thousands of sign-ups and strong traction among talent teams. The product was resonating, but gaps in their go-to-market motion were quietly capping their growth.

Enterprise accounts getting lost in the noise 

Despite decent enterprise volume, the accounts were practically invisible. Free trial sign ups all looked the same inside the PLG funnel, with no way to flag account size, headcount, or company type. Potential Fortune 500 deals sat in the same queue as solo subscriptions.

The CEO was handling what little proactive outreach existed on his own, and the only account-level visibility the team had came from Koala. When Koala sunsetted, Juicebox was left with strong inbound demand and no way to tell when a high-value account was worth paying attention to.

"Most of our pipeline was generated from inbound. We hadn't really tested outbound at all. The risk was that a really interesting account would land on our website, not book a demo, and nobody on the team would even know they were there."
— Vicky Liu, Founding Marketer, Juicebox

Even when promising accounts did sign up, there was no workflow to qualify them by segment or route them to the right person. A VP of Talent and a solo recruiter were getting the same experience. Outreach was one-size-fits-all, and Juicebox had no repeatable way to prioritize or reach the right people inside the accounts that mattered most.

"When you're trying to move upmarket, you can't afford to treat a Fortune 500 company the same as an individual sign-up."
— Vicky Liu, Founding Marketer, Juicebox

Early outbound workflow was clunky & inefficient   

When Ethan Wexler joined as the founding BDR to build a real outbound motion, he immediately ran into the same wall every BDR faces. Reaching one high-priority account the right way meant bouncing across multiple tools: identify targets in Sales Navigator, draft emails in Claude, and copy-paste those emails into Apollo to send.

Getting a single persona-specific sequence right could take 30 to 45 minutes. For a BDR trying to cover a market at scale, that math doesn't work.

"I’m spending 45 minutes bogged down by segmenting messages by persona, building out these redundant copy-and-paste sequences, and tweaking little pieces of the messaging. That's a step that takes way too long."
— Ethan Wexler, Founding BDR, Juicebox

Outbound from automated TAM coverage to rep-driven precision

Juicebox evaluated a number of vendors to replace Koala and fill the growing gap in their go-to-market motion. They needed a platform that could surface the right accounts, run outbound at scale, and match their BDRs workflow in parallel. Unify covered all of it.

"I had no experience with go-to-market tools or automations before this. Unify made it easy to get started. Between the excellent support and how intuitive the platform is, I was able to stand up a full outbound motion in a couple weeks by myself."
— Ethan Wexler, Founding BDR, Juicebox

Automating outbound to engage all signals across their TAM

With Unify in place, Juicebox built plays across every major channel:

• Engage tens of thousands of free trial users: Every sign-up enters an outreach workflow automatically. The team uses Unify to separate casual sign-ups from active users showing strong buying signals, so they can prioritize accordingly.
• Surface enterprise accounts hidden inside the PLG funnel: Target lists of Fortune 500 and high-growth companies are cross-referenced against incoming sign-ups. When a match is found, those accounts are routed to the reps with enterprise-specific messaging direction. 
• Convert active self-serve users into enterprise deals: When someone inside a large account is actively using the product, Unify surfaces them and triggers an upsell motion rooted in real usage as the signal.
• Act on web traffic that signals real buying intent: Plays track companies visiting the pricing page alongside other key pages. When behavior moves beyond browsing into active evaluation, outreach fires automatically.
• Reach conference attendees before the event starts: Attendee lists are uploaded and parsed by persona, with outreach going out well ahead of events to start conversations before the conference begins.

Marketing campaigns feed directly into plays too. Downloadable content, UTM parameters, and traffic from social ads all flow into Unify, so the demand Vicky's team generates has a structured path to pipeline.

"Unify makes it easier for us to stay connected with tens of thousands of free trial users, share product updates, and keep an eye on the accounts that matter most."
— Ethan Wexler, Founding BDR, Juicebox

Enabling reps with an agentic chat for end-to-end outbound 

As the motion matured, a second layer came into play for the BDR team. With Unify’s prompt-driven Chat, Ethan and team had a way to handle high-touch, rep-driven outreach without leaving the platform or stitching together a chain of tools.

Reps drop in context about a target account, describe the personas and the angle, and Chat takes it from there. It prospects, builds the sequence, and drafts the emails. All in one conversation. Fine-tuning takes a few minutes. The whole thing used to take 30 to 45.

"It's super helpful, especially for tedious tasks I kept pushing off. Doing them from scratch just takes too long."
— Ethan Wexler, Founding BDR, Juicebox

The flow works especially well for time-sensitive campaigns. When Juicebox relaunched their sourcing agents, Ethan dropped the attendee CSV into the chat, gave it context on the event and the audience, and had a three-step sequence ready for 400+ people in under 5 minutes.

"After uploading the CSV, I was able to identify which accounts were existing customers, net new prospects, and attendees from key accounts, all from a few simple prompts in Chat. I was then able to simply build and enroll everyone into relevant sequences, leading to an 80% open rate and 20% reply rate."
— Ethan Wexler, Founding BDR, Juicebox

Ethan now uses it end-to-end on cold accounts too. One target stood out: a perfect ICP fit, actively hiring recruiters, multiple strong buying signals. Ethan used Chat to prospect, build the sequence, and personalize emails for each persona. The first step went out with a 100% open rate, and before the sequence could continue, he had a VP on the phone. 

"We can now prospect in one place. I can finally build out sequences as fast as I can think of new ideas. And I can execute on all of that engagement without ever needing to leave the platform."
— Ethan Wexler, Founding BDR, Juicebox

$3M in pipeline and a BDR motion that scales

Within the first month of running Unify-powered plays, Juicebox attributed nearly $3M in pipeline directly to outbound. What started as a scramble to replace a sunsetted tool became a repeatable motion for reaching accounts that had previously felt out of reach.

• $3M in pipeline attributed in one month: The team traced nearly $3M directly back to Unify-powered outreach, validating the investment in signal-based outbound just months after launching.
• 256 meetings booked, 92% show rate: Nearly every meeting they booked has turned into a live conversation.
• Fortune 100 companies and nearly all FAANG engaged: Meetings landed across the highest-profile enterprise accounts in the market, including a Fortune 100 auto-maker in the first month running web intent.
• 20% reply rate on Chat-built sequence: The Unify Chat-generated webinar follow-up campaign reached 415 people and drove a 20% reply rate with 18% positive.
• 90% faster sequence build time: Prospecting, drafting, and persona-level personalization that took 30 to 45 minutes across four tools now happens in a few minutes inside Unify.

"We hadn't really tested outbound before. The fact that it's now one of our strongest pipeline channels after just a few months tells you how much was sitting there untapped."
— Ethan Wexler, Founding BDR, Juicebox

Recommendation for Others

Juicebox's experience shows that building an outbound motion from scratch doesn't require a large team, a dedicated ops function, or years of GTM experience. They were able to launch a full outbound motion with a single BDR across PLG, web traffic, conferences, and enterprise targets within months. And as the team grew from one rep to four, Unify grew with them, with no need to migrate to something new. 

"Even with limited bandwidth, we've been able to make it very successful. Unify's ability to grow with a team is a pretty unique advantage."
— Ethan Wexler, Founding BDR, Juicebox

For marketing, Unify changed how the team measures impact. Vicky can now draw a direct line between the campaigns she runs and the pipeline they produce.

"It's great to see the marketing content and assets I'm creating actually feed into pipeline. Conferences, web traffic, and content all have a clear path into outbound now."
— Vicky Liu, Founding Marketer, Juicebox

Looking Forward

Juicebox is still building. The SDR team has grown to four reps with a manager and new reps on the horizon. The infrastructure Ethan stood up and the prompt-driven workflow he runs on top of it is what new reps will onboard into. The team is also looking to add calling to their workflow inside Unify. 

"When the power dialer comes out, that really gets us into the realm of being able to fully sunset Apollo and run the full prospecting workflow through Unify."
— Ethan Wexler, Founding BDR, Juicebox

In terms of automated outbound, plays around downloadable content, UTM parameters, and paid ad traffic from social media sites are expanding. There’s even more potential to capitalize on here as their marketing motion sees more traction.

"We're still just scratching the surface of what we could be doing. We have visions for how to drive even more traction, and it's only been a few months."
— Vicky Liu, Founding Marketer, Juicebox

With Unify, Juicebox has turned their exceptional PLG demand into real outbound pipeline and revenue, all with minimal tooling and BDR resourcing. The future is just building on top of the engine and taking the recruiting space by storm.