Cyera's Secret to Booking 75% More Meetings with 50% Less Effort

Imagine inheriting a sales tech stack cluttered with nearly 500 unorganized sequences, choking your team's productivity. 

For Andrew Froning, Global Director of Business Development at Cyera, this was his first day at one of the fastest-growing data security companies in the world.

"It was just a mess," Andrew recalls. "No organization, no way to properly read the data. It was hard to understand what was working and what wasn't."

If your sales infrastructure not only doesn’t support growth — but actively hampers it — you’re dead in the water.

Here’s how Froning and his team used Apollo to clean up the clutter, connecting systems together with a single source of truth, saving 4 hours a day across their team.

And they happened to do it while increasing the quality and quantity of their sales meetings by 75%.

When growth outpaces dated infrastructure

With eight years of experience building successful BDR organizations, Andrew came into Cyera with a mandate to mend a fractured sales stack. 

“Cyera’s remarkable growth was both a blessing and a curse — the rapid pace of expansion meant that sales processes weren’t able to keep up,” Andrew explains, "[There was] a lot of wasted time and missed opportunities because of poor integration and communication between systems.”

He lists out the roadblocks:

• Nearly 500 sales sequences created without structure or organization from a legacy sales engagement platform
• Poor integration between their data provider, sales engagement platform, and Salesforce
• Too many manual processes eating up valuable selling time
• And way too many missed opportunities (including real, workable leads!) due to system errors

The challenge wasn’t just cleaning up a mess (organization is great, but color-coded folders never made anyone more money). No — it was about the building of process.

Here’s how they did it.

A platform investing in data + engagement

Andrew evaluated multiple sales engagement platforms — Salesloft, Groove, and Outreach, to name a few — but Apollo was the name on the street and recent product investments caught his eye.

"I've used all the different platforms," Andrew says, "but I kept hearing more and more in the community that Apollo was making big investments and shaking things up. This time around, I decided to give Apollo a real shot."

The thing about bringing comprehensive software in-house is that you start by solving one issue — like wasted time or lack of process  — but its impact seeps into everything.

And suddenly, every aspect of your workflow improves with it.

Strategic implementation in 3 phases

Andrew took a measured approach to implementation, starting with…

Phase 1: A BDR Pilot

Cyera’s BDRs were to be the daily users of the product, and he needed them to be power users.

So in the initial weeks, he trained a core group (who would later support the full sales team rollout), allowing them time to deeply understand the system and work through initial questions.

The BDRs playing the important function of Apollo POCs was also positive for morale, he notes, which is what directly fueled…

Phase 2: Process Refinement

The BDRs established quarterly workshops, where they developed best practices and guidelines for using Apollo. They created templated sequences and folder structures and standard operating procedures, giving clarity where there was previously confusion.

"With AEs, some can be really tech-stubborn that if even the most minor thing were to pop up, their engagement drops. So we wanted to work with our Apollo team, make sure we got things to a point where it was humming, and our BDRs are very strong and knowledgeable on the system to support a future org-wide rollout,” Andrew says.

Phase 3: Full Rollout 

The real impact would come when all of Cyera’s sales reps were using the new Apollo system.

When we’re talking about a team of over 100 reps, that’s easier said than done. But Andrew and his team had built a system that was intuitive from end-to-end.

It looked something like this.

Cyera’s end-to-end Apollo set-up

1. A centralized place for clean data

• Set up automatic lead enrichment that prioritizes and verifies CRM data
• Used Apollo’s contact database for precise prospecting (with 65+ search filters)
• Integrated with their existing systems so all the data flows

2. Efficient and strategic engagement

• Created structure sequence templates for most important outreach scenarios (check out Apollo’s template library for inspiration)
• Organized sequences and email templates with folders
• Embedded a power dialer for seamless calling and task management

3. Automated, recurring work

• Bi-directionally synced with Salesforce to keep data pulls automatically flowing
• Automated lead routing and scheduling with Apollo Meetings
• Established quarterly workshops — led by the Apollo experts — to refine processes

The most immediate effect of (finally!) systemetizing outbound was the time savings.

Cyera is now saving at least 15 seconds per individual sequence interaction.

That doesn’t sound like much.

But for ten Apollo instances, amplified across 100 sales reps, it amounts to over 4 hours in time savings, day in and day out, just from navigating their engagement tool.

"Even if you have to spend an extra 10-15 seconds searching for a sequence... if you multiply that across 10 instances a day per rep across 100 reps, that adds up to a lot of time," Andrew says.

And, just like their new leads, the success flows down each stage of the sales funnel.

Reps are now doing 50% less manual work. Their meetings are scheduled, their emails are personalized and automated, and their CRM is integrated. They’re now conducting the orchestra — not playing every instrument.

All that time savings pays off in more tangible ways, as well. Since implementing Apollo, Andrew and his team are booking 75% more meetings. 

"Houston, we don’t have a problem”

With over $760 million in funding and a $3 billion valuation in just three years, Cyera established themselves as the fastest-growing data security company globally. 

Andrew likens their work to nothing other than the moon landing.

“I’ve never seen anything like this. If I had to liken it to something it’s like NASA’s Apollo program of the 60s and 70s,” he chuckles, surely aware of the irony, “We have this visionary leadership…they’re taking us to the moon.”

And, to them, Apollo represents more than just a sales tool — it's the engine behind growth that’s destined for the cosmos.

"The moment we select someone in our database, they're instantly added to a sequence and we can take action right away," Andrew says. "We’re effective and efficient with our outreach."

You can replicate nearly all of the Cyera sales process in Apollo for free. Sign up here or request a demo to get a personalized walk through.