242%
more interested responses
200%
boost in opens and replies
2 hours
saved per rep/day on prospecting research
Thrive Learning is an AI-powered Learning Management System (LMS) that helps teams onboard, upskill, and learn continuously. Founded in 2019, it was recently ranked 43rd on the Sunday Times list of the UK’s 100 fastest-growing tech companies.
This is the story of how Thrive Learning leveraged Amplemarket’s Duo Copilot and its suite of AI agents to boost their outreach effectiveness while overcoming significant restructuring and the challenge of doing more with less.
When Jack Lindsay joined Thrive Learning as their only Sales Development Representative (SDR), he faced what seemed like an impossible task: maintaining a competitive outbound pipeline without the resources of billion-dollar competitors.
“We underwent significant restructuring across the sales team that left me having to handle all our outbound motions.”
To make things even more difficult, Jack inherited very few tools to support prospecting and outreach. Basic tasks like research and outreach were almost entirely manual and impossible to scale.
“We only had HubSpot when I first joined, so naturally we wanted to get something a little more advanced.”
“We were then introduced to Outreach.io, and later used Cognism for our data. We saw some success, but it was a bit clunky and not very user-friendly.”
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“It wasn’t as easy and slick as what we were used to with HubSpot. Moving forward, we really wanted to consolidate platforms to streamline everything.”
These disconnected systems created daily frustrations for Jack, who spent hours toggling between tools instead of engaging prospects.
Meanwhile, Thrive Learning needed to go beyond its traditional inbound strategy and reach new market segments.
As well as improving efficiency, the team was eager to expand their outbound strategy:
“Our Account Executives (AEs) were used to relying on inbound leads. We’ve seen from our success at trade shows that we’re well-positioned against other vendors thanks to our marketing. But we couldn’t rely on inbound alone if we wanted to reach new audiences and company sizes. We had to improve our outbound game too.”
It didn’t take long for Jack to realize that he couldn’t simply spray and pray his way out of being a lone SDR: “Believe me, I tried high-volume outreach." He adds,
"I was trying to keep up with what our competitors were likely doing, but like everyone says spraying and praying doesn’t work anymore. Outreach has to be a lot more targeted. It has to be personalized.”
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In looking for a more streamlined sales solution, the Thrive Learning team hoped to maximize Jack’s impact without compromising the quality of his efforts. The company found its ideal match in Amplemarket’s all-in-one platform, particularly its AI Copilot, Duo. Jack recalled his first impressions of Duo:
“I remember our Customer Success Manager, Samantha, telling me about it, and we just thought we had to give it a go.”
Though initially cautious about AI, Jack’s perspective quickly shifted:
“At first, I was a little worried because everyone was saying that AI is going to replace the SDR, that was the early reaction to AI." He adds,
"But I think as people get a bit more educated on it, they realize it won’t replace SDRs; it just helps SDRs become more efficient.”
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What set Amplemarket apart was its ability to deliver personalization at scale through a unified platform. Rather than patching together multiple tools, Jack could now execute his entire workflow, from prospecting to personalized outreach across channels, all in one place.
+200%
increase in opens and replies
7x
increase in interest for AI-recommended leads
3.5x
more replies on AI-recommended leads
10.7x
higher interest from AI-recommended signal
2 hours
saved per day on manual prospecting
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Working with Duo was the answer to Jack’s efficiency challenges because it instantly helped him scale his most effective sales plays while saving him two hours a day on manual tasks.
“It was just perfect for me in that position of trying to compete with billion-dollar-cap competitors as just one SDR! It’s definitely helped me keep up the pace.”
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Best of all, he no longer had to worry about falling into the ‘spray and pray’ trap.
Thanks to Duo’s intuitive AI copywriting and sequence generation, he could expand his outbound volumes safe in the knowledge that every touch was personalized and relevant to each prospect.
“It’s just amazing knowing that you have that personalized touch at the click of your fingers,” he tells us. “It almost makes you feel lazy!”
Duo’s built-in signals have also allowed Jack to leverage new, hyper-targeted prospecting approaches that he didn’t previously have the capability or time to access.
“With Duo, I spend about an hour each day just reviewing the signals it’s brought me, and I can’t imagine how long it would take me to find them otherwise.”
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As Jack explains, his company gives him full autonomy over which channels he uses to build pipeline, and Duo effortlessly adapts to his approaches:
“We use the ‘company LinkedIn followers’ signal a lot, and I also like the G2 reviews of competitors’. That latter one tends to be lower volume, but it brings us really promising prospects.”
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“We’re very results-driven, and I happen to prefer my multichannel approaches, so Duo gives me great visibility and flexibility over that.”
“One thing I was wishing for was the ability to send LinkedIn InMails too, but Amplemarket didn’t support it, it was the one piece of outreach I had to do outside the platform. But I mentioned it to Samantha and in just a couple of weeks it was in our hands. The way Amplemarket responds to our needs is just great!”
Since implementing Amplemarket, Thrive Learning has successfully maintained their sales operations despite a dramatic reduction in team size. They’ve achieved this while shifting from high-volume approaches to more targeted, effective outreach strategies.
The platform’s streamlined workflow features were equally important:
“The search function, ease of list creation and sequence enrollment, and automated task management have been game-changers for us. These features have allowed us to maintain our output levels even with a significantly smaller team.”
Thrive Learning’s success story shows how even a single SDR can maintain and even improve pipeline generation with the help of Amplemarket’s AI-powered platform.
Despite reducing their SDR team from seven people to just one, they’ve achieved higher engagement rates and more qualified opportunities.
“We’re constantly looking for ways to improve our AI implementation,” Jack notes.
“We’re always on top of the latest news, and we’re excited to evolve with the technology, not just for our customers but for our own operations too.”
In Jack’s case, having a personal AI Sales Copilot has helped him thrive in an incredibly challenging role.
“It feels like Amplemarket is always one step ahead. They’ve thought about where there could be human error and have taken care of that for you.”
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As for next steps, Jack is keen to encourage his AE colleagues to start experimenting with the platform.
“It’s such a powerful tool. If we can multiply our outbound efforts with it, it could really transform our impact on the market.”
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