How Cresta used Orbb to turn relationships into high-velocity enterprise wins
How Cresta used Orbb to turn relationships into high-velocity enterprise wins
The Challenge
Cresta, a leader in real-time generative AI for contact centers, was searching for prospecting strategies that could keep up with the rapidly shifting sales landscape. With economic conditions tightening and traditional outbound methods delivering diminishing returns, the team needed a more sustainable, strategic way to win. Despite having a strong customer base and world-class product, Cresta recognized they were underutilizing one of their greatest assets: the strength of their relationships.
The Output
By using Orbb’s relationship intelligence platform, Cresta uncovered hidden warm paths into a top enterprise target. Within 90 days, they closed a $160,000 deal—demonstrating the power of combining high ACV with speed. Orbb’s platform helped the team prioritize outreach, tap into their extended network, and connect with the right decision-makers at the right time.
Cresta’s GTM team operates in a dynamic, competitive space—AI for customer service—where speed, credibility, and relevance are critical to winning deals. As the team looked to scale sustainably, they knew they needed to shift away from “spray and pray” outreach and double down on relationships.
They were facing three major challenges:
- Rapidly Changing Buyer Behavior – Traditional outbound was getting ignored, and cold intros were falling flat.
- Underleveraged Relationship Network – Despite hundreds of happy customers and advocates, the team lacked visibility into who knew whom.
- Need for Repeatable, Scalable Prospecting – Cresta wanted a strategy they could roll out across the team—not one-off luck.
How Orbb Transformed Cresta’s Prospecting Strategy
- Precision Prospecting: Orbb helped Cresta zero in on warm paths into their most strategic accounts, bypassing cold outreach entirely.
- Real-Time Relationship Mapping: The platform uncovered mutual connections and historical overlaps—turning generic prospects into familiar faces.
- Speed to Value: With Orbb, Cresta was able to move from first intro to signed deal in just 3 months.
The Results
- $160K Enterprise Deal Closed: In record time, through a trusted introduction.
- 3-Month Sales Cycle: A dramatic reduction from the typical 6–9 month cycle in enterprise deals.
- Repeatable Wins: Orbb’s insights became part of Cresta’s playbook for expanding into other strategic accounts.
Scaling Success
After their early win, Cresta began rolling out Orbb across their sales and GTM teams. By integrating relationship intelligence into their outbound motion, they built a more scalable, predictable, and human way to grow. Orbb now plays a central role in how Cresta approaches prospecting—turning relationships into results.
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