Fleet: How intent signals increased autopilot outbound leads by 395% and reduced lead dismissal by 90% in Duo Copilot

Fleet provides an all-in-one subscription service for leasing, managing, and renewing IT equipment and office furniture. Selling primarily to Tier 1 hyper-growth start-ups and scale-ups across Europe and the US, Fleet’s revenue team needed a scalable, predictable engine to support its path toward $100M ARR.

Why Fleet chose Amplemarket?

What are the biggest challenges in scaling a B2B sales team?

Before fully optimizing Amplemarket, Fleet’s outbound process lacked a unified foundation. Alex describes the early stages as "arctic," characterized by a lack of traceability and inconsistent execution.

1. Lack of traceability

Each SDR operated independently, choosing their own spacing, content, and channels. They “were lacking looking into the data to keep polishing our approach," Alex recalls.

Without centralized visibility, the team couldn’t systematically refine what worked.

2. Manual workflow inefficiency‍

Despite having access to powerful tooling, execution remained highly manual.

Tom shares that "to put it in contrast, before, they [SDRs] were still making lists, but without any criteria or guidelines, exporting and importing to HubSpot, and then working from HubSpot. That took so much time and effort." He continues by saying:

"Now they just simply add it into their list, and within five minutes, they can call 100 great leads."

{{testimonial-person-2}}

Manual list-building and system switching drained SDR productivity.

3. Inconsistent lead quality

Tom noted that lead quality varied because there were no strict criteria for outreach.
"Previously, some reps navigated Amplemarket better than others. We moved from a 'free-for-all' model to a data-driven system, giving every user the right tools and criteria to target only ICPs," Tom explains.

How do intent signals improve outbound sales conversion rates?

Fleet transitioned from a manual process to a centralized, signal-based strategy. The goal was to ensure SDRs were engaging the right companies at the right time.

Alex is a big advocate of reaching out at the perfect time, sharing how “you cannot underestimate the power of timing. Being at the right place at the right time is just so important."

"If you have signals out there that are showing you intent, you're seeing some movement that is telling you that now is the time. Ignoring that, you're shooting yourself in the foot big time.”

{{testimonial-person}}

Fleet's 5-step signal-based framework

1. Define strict ICP criteria‍

Tom and the team built clear personas and company filters to eliminate ambiguity around qualification.

2. Integrate real-time intent signals‍

Signals such as LinkedIn ad clicks and funding events triggered outreach within 24-48 hours.

3. Centralize outreach and dialing

They started by "making sure everybody's on the same page and understood Amplemarket", and then moved outbound and dialing were moved directly into the all-in-one sales platform.

"We also moved the outreach to Amplemarket directly with the dialer to save time for SDRs, instead of calling through HubSpot, etc."

{{testimonial-person-2}}

This removed friction between multiple tools and reduced operational overhead.

4. Enable trusted automation through autopilot

As signal quality and sequence performance stabilized, Fleet enabled Duo Autopilot mode for specific triggers. Autopilot does not simply generate leads, but activates and sequences them automatically once predefined ICP and signal criteria are met.

Autopilot was enabled only after sufficient confidence was built in:

• The accuracy of intent signals
• The quality of targeting
• The effectiveness of the sequences

Once activated, leads generated from validated signals were automatically enrolled into outreach without requiring manual SDR approval.

This allowed the system to operate continuously in the background, removing the final human bottleneck between signal detection and outbound activation.

5. Add human-in-the-loop prioritization

AI handles scale with Amplemarket's Duo Copilot, so SDRs focus on high-engagement accounts. Tom describes this workflow:

"Our reps now work personal cadences with Duo Copilot running in the background. It sends periodic notifications on contact engagement, which I review with the team. Reps then act on these curated leads, marking a shift toward prioritizing high-value accounts, deepening market understanding, refining use cases, and engaging ICPs more effectively."

This helps them become more efficient and productive.

What is signal-based outbound vs manual outbound?

Signal-based outbound is a sales motion where outreach is triggered by real-time behavioral or contextual intent signals rather than static lead lists.

What is the ROI of using AI-powered lead generation?

The shift to signal-based outbound, combined with trusted automation, delivered measurable ROI quite quickly.

Leads generated via Duo Autopilot surged from 1.3k in Q4 to over 6.3k in the first two months of Q1. Tom summarizes the performance lift, saying that "with that complete revamp, making sure they get not just generated, but also contacted was a major increase across the board. On most stats, we’re doubling everything."

Lead volume growth

This scale was made possible by enabling Autopilot after signal quality proved reliable.

{{results-cards}}

Achieved without adding proportional SDR headcount, because Autopilot continuously activated qualified leads in the background.

"Increasing quantity without dropping quality is the name of the game. So far, our hold rate has not suffered. We're increasing quantity while maintaining quality."

{{testimonial-person}}

Lead quality improvement

The "leads dismissed" rate plummeted from 6% to 0.7%. "I think that showcases, first of all, the improvement of the personas but also in terms of who the who [Duo] copilot is reaching out to," Tom notes.

Engagement & productivity gains

Before, SDRs spent hours building lists manually. This efficiency allows reps to focus on the market and use cases rather than manual exports.

SDRs are no longer spending time building lists or moving data between systems. Instead, they focused on conversations and demo conversion.

"Comparing last quarter's setup to our current AI-driven approach, the added value is clear in real time. AI assistance helps reps consistently hit weekly quotas and positions them to exceed them, driving stronger overall results."

{{testimonial-person-2}}

How does human-in-the-loop improve AI outbound?

Fleet views AI not as a replacement for sales talent, but as an assistant, structured leverage. 

Autopilot handled activation and sequencing for validated signals. SDRs focused on:

• Engaged accounts
• High-intent prospects
• Booking demos

The system scales volume while preserving decision quality.

Tom describes a workflow where the AI surfaces leads that are interacting frequently with sequences. "Each week, I share a curated batch of 10–15 high-intent leads with each rep. These contacts show strong engagement signals and frequent interaction with our Copilot, giving reps a clear opportunity to take over from AI and convert that momentum into booked demos."

Lessons for B2B revenue teams

Fleet’s experience highlights 5 insights:

1. Intent signals improve outbound timing and relevance.
2. Automation should be enabled after signal and cadence quality are validated.
3. Volume and quality can scale together with strict ICP enforcement.
4. Centralized outbound increases traceability and refinement.
5. AI performs best when paired with human prioritization.

Why is timing critical in a signal-based sales motion?

For Fleet, the partnership with Amplemarket has turned outbound sales into a repeatable, scalable operation. By embracing a motion fueled by intent signals, disciplined ICP criteria, and automation, they have gained the visibility needed to scale toward their $100M goal with confidence.

But the relationship between Fleet and Amplemarket goes beyond a simple software subscription. It is rooted in a shared commitment to maximizing value through active collaboration.

"Something that I think stands out from Amplemarket that I think is worth giving a shoutout, especially in the SaaS industry, is that lots of companies take clients for granted, and we have not felt that way with with Amplemarket. I really see a willingness to make the most out of the tool. The time invested on both sides has been key to the success."

{{testimonial-person}}

This combination of the right sales tech and deep partnership helps growth-minded teams like Fleet dominate their B2B prospecting & sales automation by unifying lead generation, intent data, and multichannel outreach into a single, AI-powered engine.

Whether you are looking to increase your meeting volume or sharpen your targeting, our platform provides the tools to turn cold outreach into warm, timely conversations.

Learn more about Fleet and follow the company, as well as Alex Amell and Tom Boersta, on LinkedIn.