FullFunnel Scales Outbound Sales with Expensify

The Challenge

At the time of contacting FullFunnel, Expensify was expanding rapidly and struggling to meet consumer demand.  As a result, they were looking to scale their customer success and onboarding team in a very short period of time. Expensify engaged with several outsourced sales organizations in order to identify the right partner to work with long-term as they continued to scale. Their main focus was speed of onboarding and the quality level of talent provided. FF was able to provide the requisite talent in the required time frame and all representatives passed the comprehensive interview process and training program. Ultimately FullFunnel was selected as a partner to further expand the team and move forward in the engagement. 

The Solution

FullFunnel’s guides team is providing 3 levels of support: 

  • Demonstrations:

Providing prospects with sales demonstrations which require a high level of expertise from SMB to Enterprise level customers. These demonstrations include a complete functional overview of the tool including 3rd party software integration, mobile app functionality, policy generation, corporate card tracking, and advanced reporting.

  • Onboarding:

Providing onboarding support assisting all customers from a sole proprietor up to Enterprise level accounts to set up their systems to meet their specific needs.

  • Troubleshooting / Support:

FullFunnel’s guides provide troubleshooting and general feature support to existing users to help them maximize the use of the platform.


The Results

FullFunnel, being able to draw from top talent across the country, was able to rapidly recruit, hire, and onboard a team 10 that was able to commence productivity within 30 days. Furthermore, FullFunnel has been able to routinely meet all of Expensify’s strict KPI’s over the course of the engagement. 

Coming from a sales perspective vs. customer service perspective, FullFunnel has also provided additional support to the Expensify team including feedback from the front lines to better improve the level of support as well as recommendations on potential new features that would better serve their clients. Additionally, FullFunnel produced a live training module and comprehensive sales playbook that was consumed by all guides across the company. This included best practices while conducting demonstrations and selling the tool to prospective customers, personality profile sales training along with neuro linguistic programing (NLP) to improve company-wide sales conversion rates. 

As a valued partner, Expensify is now turning to FullFunnel to pilot its SDR driven Outbound Sales Program. Following their process of competition among vendors, Expensify entered into an engagement with us for 1 SDR along with two competitors in November 2022. By the end of December 2022, we had booked close to 50 demos for their Guides team and were again chosen as their partner to scale for their outbound initiative. They have since expanded the team to 26 SDRs with the ultimate goal of growing the team as large as 75. 

About The Client

Expensify is a publicly traded company that helps individuals and businesses around the world simplify the way they manage money. Founded in 2008 and based in San Francisco, Expensify’s Super App supports more than 10 million people and 89,000 companies, helping simplify expense tracking, next-day reimbursement, invoicing, bill pay, and travel booking all in one app. 

Hear It From Our Clients

FullFunnel provided us with the sales and marketing strategies, processes, and experts we needed, and were instrumental to the growth at EnableSoft. Their team became an extension of our team and were invested in our success. I’d recommend FullFunnel to any company interested in scaling their business.

Craig Petersen

COO, Enablesoft

I have been impressed with FullFunnel’s ability to quickly learn and acquire the needed acumen to pitch our technical services. FullFunnel was able to accelerate our outreach beyond our existing resources and thus strike the delicate balance between optimized at-scale outreach with the critical aspect of personalized sales.

Jason Youmazzo

Director of Sales Operations, NTS

When your personal name is attached to revenue goals, you have to have the right outside partners by your side. They have to be strategic thinkers, have the technical expertise, bring the right attitude, and combine it all with a business acumen to understand your business and that of your prospects. FullFunnel brings that and more. We are enormously grateful for their partnership, agility, doggedness, and even candor when needed. I know they won’t stop until we reach our goals and everyone is happy.

Kristin Richardson

Chief Sales & Marketing Officer, PartnerMD

"The FullFunnel team has exceeded expectations and has proven to be a great partner, providing the resources, support, and expertise we needed to hit our growth targets."

Lucy Levy

VP of Global Acquisition, Zumba

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