How Wasabi scaled global outreach and partner engagement with Amplemarket

Wasabi Technologies is a next-gen cloud storage provider serving a global network of customers and partners. While the business had strong inbound traction, outbound was fragmented, manual, and sometimes underperforming, especially across EMEA, where its existing data provider fell short.

With multiple regions to support and limited internal resources, the team needed a platform that could deliver accurate global data, streamline outreach, and integrate tightly with Salesforce.

This is the story of how Wasabi scaled global outbound and built a high-performing sales engine with Amplemarket.

Before Amplemarket, Wasabi’s outbound efforts were fragmented and inefficient. The team relied on an incumbent data provider, but it consistently failed to meet the needs of their EMEA region. 

Jonathan Tavella, Senior Manager of Sales Operations, was hearing the same complaint across the EMEA team: contact data simply wasn’t accurate or actionable.

“We had an incumbent data provider we used globally, but our EMEA team was constantly complaining about poor data. When the contract ended, I knew we needed a better solution.”

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Outbound was also a relatively underused channel for the team, not least because, as Jonathan explains to us, workflows were heavily manual. 

When reps did engage in outbound, it involved time-consuming one-off emails, constant CRM switching, and a reliance on platforms that weren’t optimized for sales efficiency.

“We were doing one-off emails, hunting for phone numbers, and switching between tools. It wasn’t scalable and it wasn’t helping our reps focus on actual selling.”

Even simple follow-up tasks that should have taken minutes were eating up hours of rep time.

“We had HubSpot sequences before, but they required switching CRMs and had limited functionality. It wasn’t the ideal solution for us.”

What Wasabi needed was a platform that could deliver reliable global data, integrate deeply with Salesforce, and dramatically reduce manual outreach efforts, ideally without compromising on deliverability or control.

The Wasabi team considered several alternative vendors and Amplemarket quickly emerged as the strongest choice both in functionality and support.

“We were in technical conversations with both Amplemarket and another vendor. Ultimately, I went with Amplemarket for two key reasons: domain protection and LinkedIn integration. Amplemarket's LinkedIn integration was significantly better for our needs.”

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Amplemarket's built-in domain protection and deliverability tools gave the team confidence that high-volume outbound wouldn't result in reputation damage or blocked inboxes.

Another critical factor was Amplemarket's superior LinkedIn integration, which provided much better functionality for social selling and multi-channel outreach. The platform's tight Salesforce integration also enabled automation and alignment with Wasabi's existing GTM workflows.

“I knew we’d need to scale globally and integrate tightly with our CRM, so Amplemarket fit better from both a technical and strategic perspective.”

Beyond features, Amplemarket’s sales and onboarding teams made Wasabi feel like a priority: “With Amplemarket, we felt like a partner,” Jonathan explains. “That mattered.”

After successfully trialing Amplemarket with a small group of salespeople, Wasabi expanded usage across EMEA and later to Asia and North America. 

The value became immediately clear.

“The first use case was following up on Salesforce leads. What used to take a day now takes 30 seconds. That sold it to the team!”

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The Wasabi team wasn’t only using Amplemarket to ramp their cold outbound; with custom CRM reports, they were also able to target existing customers approaching their storage limits, creating proactive and fully automated upsell campaigns.

“Every month, we run add-on plays to customers approaching capacity. It’s producing pipeline and closing business, and it all runs through Amplemarket.”

Since implementing Amplemarket, Wasabi has successfully built a global, scalable outreach motion that supports teams across EMEA, Asia, North America, and Australia while unlocking substantial time savings and new revenue opportunities.

Highlights so far include:

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Jonathan explains that, in terms of ROI, Amplemarket’s value in delivering qualified pipeline is unquestionable:

“I built a very simple attribution model: if an opportunity was created with a contact touched by Amplemarket within 60 days, we attribute it to the platform. And by that logic, we’ve easily made more money than we’ve spent.”

Practically speaking, Amplemarket’s domain protection, deliverability support, and SendGrid integration helped Wasabi maintain industry-leading email health, even during challenging periods.

With tight CRM integrations combined with multichannel outreach support, the Wasabi team has become more sophisticated and efficient in the way they follow up with prospects around the globe.

“We weren’t doing much outbound before. Now we’re automating campaigns across email and LinkedIn, and opening doors globally without adding more headcount.”

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With Amplemarket, Wasabi is fulfilling its goal of building a smarter, faster, and globally scalable sales engine.

What began as a search for better EMEA data quickly evolved into a cross-functional, company-wide rollout. 

Today, Amplemarket powers sales outreach, customer expansion, and partner enablement efforts across multiple regions, delivering both operational efficiency and measurable revenue impact.

At a time when sales teams are bombarded with tools promising AI-powered growth, Wasabi’s story is proof that impact doesn’t always rely on flashy features, but from thoughtfully implemented solutions that deliver results.

Learn more about Wasabi Technologies and follow them on LinkedIn.