How Superside Unified 130 Reps on One Platform and Grew 5x in the Process

Andreas Drakos has a theory about scaling, and it's not about hiring more reps.

As Senior Director of Revenue Operations at Superside, he's spent five years building the infrastructure underneath his commercial teams — the systems, data, and processes that let a company keep growing without the wheels coming off. 

Last year, that mandate got harder: embed AI into the motion without losing control of how 130 reps use it.

Here’s how he did it.

More growth = more things to break

When Andreas first joined, Superside ran a single inbound flow. As the company grew, the team layered on outbound, partnerships, and a land-and-expand motion. 

But every new play meant new tools, new data sources, and more surface area for things to break.

Andreas’s philosophy kept him grounded. "Scaling isn't hiring more BDRs and AEs. It’s by scaling your GTM infrastructure: your systems, your processes, your enablement, your data and analytics. That's where RevOps sits."

But Andreas wasn’t a fan of consolidation for its own sake. Bundle everything into one platform and you can lose the best features of a specialized tool. At the same time, he knew reps wouldn't live in ten tabs.

Then AI raised the stakes even more.

He wanted it embedded natively in the motion, not bolted on as an afterthought. But handing unconstrained automation to 130 people without guardrails wasn't an option either.

Andreas needed a platform that could consolidate the core of his GTM, and stay open enough to build around.

Two must-haves, one platform

The first thing Andreas noticed about Apollo was that it gave him both things at once.

That combination meant four things:

• Prospecting is consolidated. BDRs aren’t stitching together separate tools to find, enrich, and sequence a contact.
• Inbound is enriched in real time. Live form enrichment is built on Apollo's API to route and qualify inbound leads as they come in.
• The stack stays open. Apollo's API and native integrations mean that best-of-breed tools like Nooks plug in cleanly, data flows into Snowflake, and Andreas is never locked out of a better tool.
• Agents are fed through the MCP. An account research agent on Claude pulls data through Apollo's MCP for territory mapping and account intelligence, no rep babysitting required.

An unexpected win

Andreas rolled Apollo out one motion at a time. 

It started with RevOps using Apollo for enrichment. BDRs came on for research, contact discovery, and mobile numbers. The sequencer followed. AEs followed. Then, for the first time,  account managers, finally given a real tool for expansion instead of being treated like an afterthought.

Getting all three roles onto one platform produced a benefit Andreas didn’t expect: the teams started working together. AEs developed more respect for what BDRs actually do. The gap closed because everyone was looking at the same data.

The experiment that backfired

At one point, Superside moved part of its BDR motion to a newer, fully automated tool. One built around agents, with no list view and no manual control. It didn't stick.

Andreas explained, "BDRs missed the control Apollo gave them, over which accounts and people to prospect. The research can be automated. The decision of who to go after still wants a human in the loop."

The team brought the motion back, then BDR performance stabilized.

The experience sharpened how Andreas thinks about AI in GTM. Automate the busywork. Don’t forget the human experience. Leave the judgment to the rep.

The results

The results reflect what happens when an entire commercial org stops stitching tools together and starts working from one system.

• 2+ hours saved per BDR, per day
• 5x ARR growth
• 1 unified data stream: all email/call activity feeding Snowflake, BI, and MCPs, for consistent, single-source reporting
• 1 consolidated integration layer, across internal AI/agent tooling for fast research and enrichment
• 0 fragmented or siloed apps across teams

Advice for other RevOps and GTM builders

Andreas has scaled a commercial org 5x and tested plenty of tools that didn't make the cut. His advice for other builders is all about operating discipline:

• Put guardrails around AI before you scale it
• Keep a human in the loop on the decision, not the busywork
• Give every commercial role the same tool
• Build on an open platform; favor tools with strong APIs and native integrations
• Don't jump to a new tool too soon. Newer isn’t always matured. 

For a leader who's seen it all through a 5x scale, the bottom line is straightforward: "There's no perfect tool. But Apollo balances everything well, and as you grow, you can bring in other tools that play nicely with it."

Want to see what Apollo can do for your sales team? Book a demo →