How Stream generated $7.23M in pipeline in four months by consolidating its sales stack with Amplemarket

Stream sells a developer-first platform of APIs and SDKs for building real-time chat, video, audio, activity feeds and moderation into applications. Their customers range from consumer apps to enterprise platforms that need to handle millions of concurrent users on global infrastructure.

Selling to developers calls for an outbound motion that combines volume with precision. Engineering teams are notoriously hard to reach with generic outreach, and Stream's SDRs need to run scaled multichannel sequences while still personalizing to the right stakeholders inside the right accounts. 

Karina's framing of the challenge was direct: "You cannot spray and pray." That principle shaped how she built the team's stack and how she measured the SDR program.

At the time of this case study, Karina McCarthy led new business at Stream, where she ran the SDR program, owned hiring and training, and built campaigns around events and portfolio companies. Her core operating principle, in her words, was to "give more time back to the SDR" so reps would have the space to be strategic, personalized, and creative.

Sean Spiegel leads growth and was the first person on the team to test Amplemarket before the company formally rolled it out.

Why Stream chose Amplemarket

Why was a fragmented sales stack slowing down Stream's SDRs?

Before Amplemarket, Stream's SDRs were running outbound on a stack that had grown over time: Salesloft for sequencing, ZoomInfo and other enrichment tools for data, LeadIQ for email lookups, and Salesforce for account context.

Each tool worked in isolation, and together, they created friction that was costing the team time, focus, and confidence in their outbound numbers.

The pain showed up in four ways.

1. Tool sprawl and context switching

Reps were losing real time to the basic act of getting context on an account. Sean described every cold-call prep as a multi-tool ritual: logging into Salesforce to check open opportunities and prior communications, then jumping to Salesloft to search the account and scroll through prior emails and calls.

"Before Amplemarket, I was bouncing around between different SaaS platforms a lot more."

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2. A legacy sequencer with no AI inside it

Salesloft functioned mostly as a dialer and basic sequencer. It was not built for an AI-first SDR motion, and Karina was actively scanning the market for tools that would let her team take shortcuts where it made sense. When she found Amplemarket, what stood out was the combination of AI-assisted prospecting, AI steps inside sequences, and the buying signals layer.

"I was on the hunt, and very much still am, for where we can leverage AI and how we can leverage it best."

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3. Multiple renewals coming due in the same window

Several of the tools in the stack were up for renewal in the same window. That created a natural forcing function: re-sign with four-plus point solutions, or consolidate into a single platform that could cover more ground with better AI under the hood.

4. Data quality friction on outreach

The old workflow also left SDRs second-guessing contact data. Sean described manually pasting emails from ZoomInfo and LeadIQ into Gmail to check whether a profile picture loaded, just to confirm the address was real before sending. That kind of friction does not show up on any dashboard, but it adds up to hours lost across a team.

How did consolidating into one AI sales platform change Stream's workflow?

Stream adopted Amplemarket in 2025. Sean was the first person on the team to use it, testing the platform before the rest of the team came on. The transition was quick, and having sequencing, data, AI, signals, and account context in a single interface eliminated much of the tool-switching overhead.

Five capabilities matter most for Stream's motion.

1. One platform replacing four

The shift from a fragmented stack to a single platform is what Sean credits first. Where Salesloft used to be the dialer that occasionally ran sequences, Amplemarket now covers prospecting, dialing, sequencing, data enrichment, and AI assistance in one interface.

"I'd rather have all those ways to reach out to people, all those insights and prospecting tools, within one platform."

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2. Account-level context that works like a lightweight CRM layer

Amplemarket's account view surfaces prior conversations, AI-generated call recaps, and account insights in a single place. For Sean, that has replaced the slowest part of his old workflow: digging through call logs and email threads inside Salesloft to figure out where another teammate left off with an account a year ago.

Now it is one click into the account, read the AI recap, and move on.

3. AI-assisted sequence creation with Duo Copilot

Sean uses Duo Copilot primarily for building sequences, not for writing the opening email. His view is that personalization on the first touch is still better handled by the rep, but stringing together call steps, social steps, and follow-up emails with AI ideas already in place makes the overall sequence dramatically faster to set up.

That AI lift has saved Stream's SDRs the equivalent of 18.5 days of work in four months, capacity that goes back into the parts of the job where humans outperform AI.

Sean is direct about where that line sits: "I've always been an SDR that focuses on connecting in real time. Phone calls are how I've always been at my best." Duo is built to make sure he gets to that live conversation faster, not to do the conversation for him.

4. Social automation that gives back productivity

Stream's SDRs combine email, calls, and social touches in every sequence. With social steps now executing natively inside Amplemarket instead of as a manual side task, the team has saved 287 hours in four months, the equivalent of nearly seven full work-weeks reinvested into personalization and live conversations.

5. Intent signals that flag the right accounts

Stream uses Amplemarket's intent signals to prioritize outreach, with particular value coming from competitor mentions and closed-lost re-engagement.

The team has also tightened its signal criteria over time as they have learned which signals correlate with their best meetings, treating signals less like a default firehose and more like a configurable input to a high-precision motion.

A direct line to product, not just a vendor relationship

Both highlighted that the most differentiated piece of Stream's Amplemarket setup is not a feature, but the partnership.

During her time leading new business at Stream, Karina built a working channel into Amplemarket's product roadmap on two fronts: constant feedback to her CSM, Pablo, and a session with one of Amplemarket's founders where she walked through an SDR wishlist.

Multiple items from that founder conversation were already on the roadmap, others have been shipped since, and the MCP integration she asked about is now live. Day to day, Pablo is the loop that keeps her requests moving.

"I give Pablo feedback all the time, and we feel heard. I never have to think, 'Oh, we need to replace Amplemarket down the line.'"

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For a team operating in a category as fast-moving as AI sales, knowing the platform will keep up is what separates a tool you reluctantly use from a tool you build your motion around.

How Stream's stack changed after consolidating into Amplemarket

How did consolidation translate into $7.23M in pipeline?

Stream's Amplemarket results, measured across a four-month window, show up across two dimensions sales leaders care about most: pipeline impact and reclaimed selling time.

Pipeline impact: outbound is now sourcing real pipeline

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Stream's outbound funnel is doing the work. Nearly half of the interested replies (46%) turned into booked meetings in the four-month window: a strong signal that the sequences are surfacing real intent, not just pulling polite replies.

Those 124 meetings have generated $7.23M in pipeline, which works out to roughly $58K of pipeline per meeting booked, with $1.12M in revenue from Amplemarket-sourced opportunities.

Reclaimed selling time: more hours for the work AI cannot do

Between native social automation and Duo Copilot, Stream's SDRs have recovered meaningful capacity in four months: nearly seven work-weeks of manual tasks and 18.5 days of sequence-building time.

That is the time reps now spend on personalized opening emails, live cold calls, and account strategy, the work where humans still outperform AI.

Why Stream sees Amplemarket as a long-term partner

For Stream, the move from a fragmented Salesloft + ZoomInfo + LeadIQ stack to Amplemarket was about two things: consolidating tools and future-proofing the SDR motion for the AI era. Both have landed.

Outbound is now a real pipeline engine: $7.23M generated in four months, 124 meetings booked, $1.12M in revenue from Amplemarket-sourced opportunities, and a funnel where 46% of interested replies convert into meetings. SDRs have recovered hundreds of hours of capacity, and the team has a product partner with a fast roadmap and a direct feedback channel to its founder.

Underneath all of that was a philosophy Karina was clear about: AI is there to support the SDR, not replace them. Her advice to anyone evaluating an AI-era sales platform was to pick a partner who will keep up with the times.

"We don't think AI can replace SDRs, but we do want AI to help them, and Amplemarket does that."

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Sean co-signs from the rep's seat: "You don't want to be left behind. If you're stuck on old technology that's worked but isn't making changes, you're going to get left behind at some point."

Learn more about Stream on their website and LinkedIn page.