How Ideals consolidated its sales stack to boost efficiency with Amplemarket

Ideals was founded in 2008, and is a market-leading provider of Virtual Data Room (VDR) services. They facilitate secure document sharing for high-stakes transactions like M&A, IPOs, and fundraising.

Lisa Giusto leads the enterprise sales strategy, and needed a robust technology stack to support her global team. However, early adoption was split across different platforms in different territories, and the fragmented approach hurt their ability to scale.

Why was a fragmented sales stack harming sales efficiency?

A disjointed technology stack was hindering Ideals’ sales team success. Reps toggled between multiple platforms: HubSpot, Sales Navigator, Apollo, and Lusha, creating workflow friction and severe data silos.

Lisa identified the core problem as a lack of process:

"The problem was that we had a lot of reps only using HubSpot for their engagement, they had a Lusha license, but none of these tools were integrated. There was no concept of workflow."

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Resulting in major pain points

• Data synchronization: as Lisa put it, there was “no logic of how the data would travel between HubSpot and Apollo”.
• Data corruption: this lack of logic resulted in corrupted contact data and inaccurate ownership.

Leading the team to look at others options for the best prospecting tools to consolidate their stack.

How consolidation improved workflow

Lisa, being a previous user of Amplemarket, sought the unified platform to fix the fragmentation. She evaluated several enablement tools and Amplemarket stood out because it combined enrichment, sequencing, and dialing into one solution.

1. Workflow consolidation

• Before: Reps navigated multiple tools (HubSpot, Lusha, Apollo, Sales Navigator). This caused friction.
• After: Amplemarket established clear sales process efficiency. It consolidated every step of the funnel into a singular AI sales platform. This delivered maximum control.

2. Data Integrity

• Integration: Amplemarket ensured seamless, stable integration with HubSpot.
• Outcome: This solved the critical problem of corrupted contact ownership. It fixed the data logic errors experienced with other platforms.

3. Unified AI sales platform & Dialer

• Single Source: Amplemarket provides the truth for all prospecting data and engagement flows.
• Traceability: Every prospecting step is managed within a single platform.
• Integrated Dialer: Reps execute all multichannel outreach (email, calls, social) inside Amplemarket, removing the need to leave the environment.

4. Prospecting

• AI Signals: Amplemarket uses AI for sales prospecting, providing signals like job changes and events to dictate when to reach out.
• Personalization: It leverages sales intelligence to provide context, supporting the "right time, right message, right person" mantra.
• Actionable Prompts: AI lead generation features are built into the workflow, so reps transition from finding leads to engaging them instantly.

“Consolidating everything into a solution that had data and sequencing together just made sense. Amplemarket had a very well-developed platform, they had all that we needed.”

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What impact did AI lead generation have on productivity?

The move to Amplemarket delivered immediate benefits. Top performers leveraged the AI-assisted tools to automatically generate sequences based on intent signals and saw significant productivity gains.

This success spread quickly. In other territories, teams using different platforms saw that those using Amplemarket were achieving better results, which led them to gradually transition as well.

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Lisa specifically championed the advanced AI prospecting features:

“I absolutely love all the AI features, the signals, the fact that you can connect your account, and get given the prompts around when somebody is leaving.”

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This allowed reps to leverage sales intelligence signals effectively, so they could execute the "right time, right message, right person" strategy.

Why Amplemarket is the essential enablement tool for global teams

Amplemarket transformed a fractured landscape into a cohesive revenue engine for Ideals. The team consolidated data, sequencing, and sales intelligence into a single platform. This established a foundation for repeatable success.

The relationship goes beyond simple vendor status, though:

“The level of support we’ve got in solving our issues, the setting up of the integration was bespoke for us, these are things that we can dream of in other partnerships.”

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This combination of robust technology and partnership makes Amplemarket the unified AI tech sales platform for modern enterprise teams.