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

Difficulty surfacing highest-value accounts from strong inbound demand 

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 good traction among talent teams. To build on their success, the company intended to move upmarket into the enterprise space, and wanted to explore an outbound motion to get there.  

The CEO was handling what little proactive outreach existed on his own, and the only account-level visibility the team had came from Koala, a tool that surfaced companies engaging with their website or app. When Koala sunsetted, Juicebox was left with strong inbound traffic, no outbound motion, and no way to tell when a high-value account was interested.

"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

That risk quickly became reality, revealing several structural gaps in their go-to-market motion:

• Enterprise accounts were invisible inside the PLG funnel: Free trial sign-ups all looked the same. Without a way to flag account size, headcount, or company type, potential enterprise deals sat in the same queue as small business trials and solo subscriptions.
• No system for qualification or lead routing: Even when promising accounts did sign up, there was no workflow to qualify them by segment, persona, or deal potential, and no logic to route them to the right person on the sales team.
• Outreach was one-size-fits-all: A VP of Talent and a solo recruiter were getting the same experience. There was no way to customize messaging by persona, company size, or buying stage.
• Moving upmarket required infrastructure the team didn't have: Juicebox had the ambition and the product to compete for large accounts, but no repeatable way to identify them, prioritize them, or reach the right people inside those organizations.

The inbound engine was working well, but without a way to identify, qualify, and engage the right accounts at the right time, Juicebox was leaving pipeline on the table.

"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

A PLG-powered outbound engine built from the ground up

Juicebox evaluated a number of vendors to replace Koala and fill the growing gap in its go-to-market motion. The team needed a single platform that could surface the right accounts, qualify them, and run outreach at scale. Unify was the clear choice, offering the right combination of intent signals, sequencing, and automation.

Around the same time, Ethan Wexler joined as the founding BDR. His mandate was to stand up a new outbound motion and find a way to capitalize on the tens of thousands of inbound sign-ups that were already coming through the door. Without any prior experience with Unify or other GTM tools, he was able to build and launch a full library of plays in just a few weeks.

"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

With Unify in place, Juicebox was able to stand up plays across every major channel to:

• Engage tens of thousands of free trial users: Every sign-up enters an outreach workflow automatically. From there, the team uses Unify to separate casual sign-ups from active users showing strong buying signals, so they can prioritize outreach 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 users are pulled into dedicated plays with enterprise-specific messaging and priority.
• 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 even begins.

At the same time, Unify gave the team the infrastructure to run those plays at scale so they could:

• Qualify and route leads automatically: Each lead is scored and routed to the right rep with the right messaging.
• Personalize outreach with AI Agents and Smart Snippets: Agents monitor large account lists for signals like headcount growth or funding stage, while Smart Snippets adapt messaging by persona so outreach stays relevant.
• Feed marketing activity directly into outbound plays: Downloadable content, UTM parameters, and traffic from LinkedIn and Meta ads all flow into Unify plays, so the demand Vicky's team generates has a structured path into pipeline.

With Unify running across PLG, web traffic, conferences, and targeted account lists, Juicebox went from having no outbound motion to operating a multi-channel pipeline engine, all within a few months.

“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

$3M in pipeline attributed in a single month

Within the first month of running Unify-powered plays, Juicebox was able to attribute nearly $3M in pipeline directly to outbound activity. What began as a scramble to replace a sunsetted tool quickly became a reliable way to reach accounts that had previously felt out of reach, giving the team confidence that outbound could meaningfully contribute to revenue.

"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

The early results made it clear that outbound wasn’t just working. It was scaling fast:

• $3M in pipeline attributed in one month: In a single month, the team traced nearly $3M in pipeline directly back to Unify-powered outreach, validating the investment in signal-based outbound just months after launching.
• 256 meetings booked: Within months of launching Unify, Juicebox booked 256 meetings with a team of two BDRs running plays built from scratch in a platform he had never used before.
• 92% show rate: Nearly every meeting booked turned into a live conversation. The high show rate reflected how well the targeting, timing, and messaging aligned with the accounts being reached.
• High-profile enterprise meetings booked: Meetings were booked with multiple Fortune 100 companies, nearly all FAANG companies, and several of the fastest-growing startups in San Francisco, reinforcing that the outbound motion was resonating with their intended audience.
• Fortune 100 auto manufacturer booked: One of the world’s largest automotive manufacturers was identified and booked within the first month of running web intent campaigns, highlighting how quickly signal-based outreach can surface high-value opportunities.

Taken together, these results proved that outbound could support Juicebox’s growth in a meaningful way, giving the team a clear path to generate pipeline alongside inbound.

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 experience with GTM tooling. The company launched a full outbound motion with a single BDR, scaled it across PLG, web traffic, conferences, and enterprise target lists within months.

"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 has changed how the team measures the impact of its work. Vicky can now draw a direct line between the campaigns she runs and the pipeline those campaigns produce, giving her a clearer picture of what's working and where to invest more time.

"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 plans to keep building on what is already working. The team is expanding into intent-based cold outreach, using AI Agents to surface net-new accounts and contacts beyond known target lists. Plays around downloadable content, UTM parameters, and paid ad traffic from LinkedIn and Meta are next in line. The team is also working to further consolidate tools to reduce their reliance on separate platforms for cold sequences and data enrichment.

"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