Customer Story
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Customer Story

More plays, same team: 12+ outbound motions with no added headcount

How a healthcare data security company is running more than a dozen outbound motions in parallel — letting AI agents carry the volume so a small team of reps can focus on the work that actually moves deals.

Industry
Enterprise Software
Use Case
Outbound Sales Development
Team
GTM Operations
200+
Daily calls per BDR
~1,000
weekly calls per BDR
12+
outbound motions running concurrently
0
net-new BDR headcount needed to cover them
The situation

A team built for one motion,
asked to run twelve

Most outbound teams scale the way they always have: more motions means more reps. More segments? More reps. Events, re-engagement, inbound follow-up, cold net-new — each motion gets its own headcount or it doesn't get run at all.

On paper, a team this size runs one motion well and lets the rest slide. The math doesn't bend: a BDR can only research, write, sequence, and call so many people in a day. Layer on inbound MQL follow-up, pre-event registration drives, post-event recovery, seasonal offers, and account-level discovery, and the cracks show fast. Leads sit in queues. Event pipelines decay. Cold lists never get touched.

The alternative path most companies pick — hire more bodies — wasn't on the table. The question became different: how do you cover twelve motions with a team built for one?

The shift

From hiring more reps to
building more agents

The decision wasn't to add headcount. It was to make every motion the team should be running into its own agent — and let the reps operate as the human layer on top.

Instead of a BDR manually working a cold list, an agent handles discovery inside key accounts, enriches the prospects inside Regie.ai, runs them through a review step, and sequences them. The BDR shows up where judgment matters — reviewing what the agent surfaced, taking the meeting, working the reply.

Instead of inbound leads sitting in a queue waiting for a human touch, agents pick up MQLs and handraisers and move them into the right motion immediately — no lag, no leads going stale while the team is busy running outbound.

That's the Force Multiplier Rep model in the wild. Not reps plus tools — reps whose capacity is defined by the agents working alongside them.

Five categories of motions running in parallel:

  • Net-new outbound. Agents sequence cold prospects across email and the dialer. The dialer also gets used the simple way — build a list in the CRM, pull it into Regie, call down.
  • Discovery. Separate agents sit on target accounts and continuously surface new ICP-fit prospects within them, expanding the pool without anyone manually combing through accounts.
  • Inbound. When MQLs and handraisers come in, agents pick them up and route them into the right follow-up motion — making sure marketing-sourced leads get worked fast without pulling the team off outbound.
  • Event-driven plays. Pre-event agents identify the right people and drive registration. Smaller, hand-picked account lists run alongside the main event — one recent example targeted a narrow group of accounts with box-seat invitations to a sports game, the kind of premium motion a small team would never have time to run manually. Post-event follow-up runs as its own agent. Industry conferences like HIMSS get their own dedicated follow-up motion.
  • Seasonal and limited-time offers. Agents spin up around a specific offer window, reach the right accounts at the right time, and wind down when the window closes. An annual compliance outreach unique to healthcare buyers is one example, but new offers cycle in throughout the year.

‍

The results

The numbers speak
for themselves

Metric
Before Regie
With Regie
Change
Daily calls per BDR
150 ceiling
200+ floor
New floor exceeds old ceiling
Weekly calls per BDR
—
~1,000
New baseline
Active outbound motions
1 (typical small-team norm)
12+
+12x
Headcount added to cover new motions
Multiple hires required
0
—
Net-new prospecting coverage
Partial
Full
Complete

A BDR who used to click-to-dial by hand — grinding out 150 calls on a great day — now treats 200 as the floor. He's not deciding who to call anymore. The agents have already decided. He's just calling.

I probably eat through all of my call tasks faster than they can pull new ones up.

— A customer at a healthcare data security company
Beyond the numbers

A small team with the
reach of a much larger one

The story isn't only the call volume. It's the fact that a team this size is running twelve concurrent motions — net-new cold, discovery, inbound, events, seasonal, premium hand-picked plays — the kind of coverage that traditionally requires multiple teammates per motion. The reps haven't been replaced. Their reach has been multiplied.

I don't know what we would do without Regie. You are our sales platform. You're the basis of what we do.

— A customer at a healthcare data security company
Key takeaways

What this means for sales leaders

Agents carry the volume
Discovery, list-building, enrichment, sequencing, and follow-up all run as agents — freeing reps for judgment work like meetings, replies, and live calls.
Reps stop deciding, start executing
With agents queueing up the right calls and the right prospects, BDRs spend their hours acting, not prioritizing.
Coverage without headcount
A team built for one motion can run a dozen concurrently when each motion gets its own purpose-built agent.
Motions run in parallel, not in line
Cold outbound, inbound, events, and seasonal plays don't compete for rep attention — they run side by side, each with its own agent.

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pipeline with less manual effort.

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