How Klaar Turned a 6-Person Go-to-Market Team Into 12 With Valley
in pipeline generated
$100K+
HIGHER REVENUE
meetings in 2 months
8
MORE MEETINGS
6-person team output of 12
2x
BETTER TRACTION
Valley has really been that force multiplier and basically turned our go-to-market team from like four people to 12. And the way that we're able to reach out to our perfect ICP on LinkedIn
Alexa Amatulli
Go-to-Market Lead
CHALLENGES
Series A startup needed LinkedIn automation to prove viability to investors fast
Klaar found themselves in the classic early-stage dilemma: massive opportunity, tiny team, and investors watching every metric.
The HR tech company had just launched in the US market in September 2023 after operating in India since 2020, and the pressure was immediate.
"We needed to prove to our investors we are a viable business, viable product," explains Alexa Amatulli, Go-to-Market Lead at Klaar.
The company's Series A funding came with expectations, and their lean go-to-market team of just six people: three BDRs, two AEs, and two marketers; needed to generate pipeline fast.
Their ICP presented both an opportunity and a challenge. HR leaders from Director to CHRO level at companies with 200-5000 employees are exactly the type of prospects who live on LinkedIn.
"HR leaders, this is where they're hanging out and getting their information," Amatulli notes. But manually reaching this audience at scale would consume the entire team's bandwidth.
Efficiency is like number one for us. How can we send lots of LinkedIn messages without a ton of effort?
The math was simple but daunting.
In an alternate universe without automation, the team would spend all their time crafting LinkedIn messages instead of doing the high-value work that actually closes deals.
For a Series A company that needed to prove product-market fit quickly, this resource allocation problem could be fatal.
They needed a way to multiply their LinkedIn outreach without multiplying their headcount.
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"We would be spending too much time on LinkedIn, not doing phone calls and not doing Clay and email and all of those other things. We couldn't be doing other value added efforts."
SOLUTIONS
Valley enabled automated LinkedIn outreach that feels human while keeping the team focused on closing
Amatulli's solution was decisive: Valley became one of the first tools she insisted Klaar needed.
"We launched Valley probably two months after launching the company," she recalls.
"It was really one of the first tools that I was like, we have to have this."
The implementation strategy was methodical. While the entire team got access- seven licenses across BDRs, AEs, and exec team members; one BDR emerged as the power user who would prove Valley's value. She spent her first month dialing in the messaging and targeting approach.
Training the AI for HR Leader Messaging
The standout BDR focused intensively on training Valley's AI to match Klaar's voice and target the right signals. "She was playing around with training the AI and making sure that our messaging was right," Amatulli explains.
The key was identifying which triggers to pull from recent acquisitions, LinkedIn activity around performance management topics, or engagement with competitor content.
Signal-Based Campaign Strategy
Valley's newest features became game-changers for Klaar's approach. Rather than cold outreach to generic HR leader lists, they focused on warm signals: "Pulling posts, putting the post URL of when somebody talks about performance management, which is what we do. How do I get those engagers? How do I pull folks that are looking and commenting on our competitors posts?"
This signal-based targeting delivered results that felt authentically human. "We continually get compliments on, hey, thanks for doing that research. You don't seem like you're AI. This seems like a person," Amatulli shares.
Daily Workflow Integration
The team's workflow centers around Valley's targeted research capabilities. Instead of spending hours manually researching prospects, BDRs can focus on phone calls, email sequences, and Clay workflows while Valley handles the LinkedIn outreach intelligence.
The AI pulls from 15 different messaging approaches, allowing reps to select the most relevant triggers for each campaign.
Valley's post engagement and profile viewer campaigns became the highest-converting channels.
RESULTS
Klaar achieved 36x ROI while proving viability to investors
The numbers tell a clear story of early-stage success.
Klaar's investment of $2,800 for seven Valley licenses generated $100,000+ in qualified pipeline within the first two months of serious usage.
Pipeline generated: $100K+
Meetings booked by top BDR: 8
Team multiplier: 2x
Their top performing BDR booked 8 meetings in 2 months, with Valley becoming her primary source of qualified conversations.
"She's like, I literally don't know what I would be doing without this right now," Amatulli recalls.
Two of those meetings converted to SQL status, including one major prospect: ATI Physical Therapy. With Klaar's annual contract value of $50K, those two opportunities represent significant pipeline for an early-stage company.
Quality Over Quantity Breakthrough
The messaging quality breakthrough exceeded expectations. Prospects consistently mistake Valley-generated messages for manual research. "Thanks for doing that research. You don't seem like you're AI. This seems like a person," is the feedback Klaar receives regularly. This human-like personalization allows them to maintain relationship quality while scaling outreach volume.
Operational Force Multiplication
Valley delivered on its core promise as a team multiplier. "Valley has really been that force multiplier and basically turned our go-to-market team from like four people to 12," Amatulli explains. The six-person go-to-market team now produces the LinkedIn outreach output of a 12-person team.
ROI and Future Growth
With spending of $36K annually on Valley licenses and a target of closing $100-150K from Valley-sourced pipeline, Klaar expects 3-4x ROI in their first year. "If we could close 100 to 150K from Valley sourced pipeline, I mean, yeah, I would be happy with that," Amatulli notes.
The company plans to continue expanding Valley usage as the team scales, viewing it as essential infrastructure for their go-to-market motion.
in pipeline generated
HIGHER REVENUE
meetings in 2 months
MORE MEETINGS
6-person team output of 12
BETTER TRACTION
Klaar is an AI-powered HR tech platform that helps organizations streamline performance management through predictive insights, unbiased reviews, and real-time feedback. Built by HR leaders for HR leaders, it enables companies to align goals, improve employee engagement, and make data-driven talent decisions across teams.
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VALLEY MAGIC
Which channels does Valley support?
Valley supports LinkedIn outreach, including connection requests and InMails. Valley users safely send 1000-1200 messages per seat every month.
How safe is it and does Valley risk my LinkedIn account?
Do I have to commit to an Annual Plan like other AI SDRs?
How does Valley personalize messages?
