The Challenge: Slow Prospecting Limited Growth
Alibaba.com’s first small sales team relied on a manual, time-consuming outbound process. Lead data was often incomplete, making it difficult to identify the right decision-makers. Qualification was slow, and reply rates were low, blocking the path to accelerated customer acquisition.
Crono’s Scalable Sales Engagement Platform
To unlock growth, Alibaba.com introduced Crono’s sales engagement platform, rolling it out gradually across the team.
Right from the start, the entire team could benefit of the platform capabilities as well as of the onboarding process. Both aspects that determined the success in sales, thanks to:
- Easy adoption: Crono was simple to install and intuitive to use, with fast onboarding even for large teams.
- Enriched lead data: Company and contact details (including direct numbers) cut down manual work, ensuring only accurate data.
- Flexible workflows: Each rep could choose their own style — phone-first, LinkedIn, or email — while still working within a scalable outbound process.
- Dedicated support: The Crono team ensured quick problem-solving and continuous guidance, helping adoption stick.
This way, Crono adapted seamlessly as Alibaba.com refined its outbound sales strategy, becoming one of the main sources of its B2B lead generation and multichannel outreach efforts.
From Efficiency Gains to Consistent Growth
With Crono, Alibaba.com achieved a measurable impact in France:
- 90% faster lead qualification — identifying the right contact now takes a fraction of the time with verified contact data that helps sellers connect with the right decision makers;
- 4x increase in reply rates — higher engagement across outreach channels;
- +125–130% YoY growth in new customers — more than doubling acquisition in 12 months;
- +70% revenue growth.
Why It Worked
Alibaba.com combined a skilled sales team with the right technology. Crono provided:
- Outbound sales strategy enablement — scalable, repeatable workflows in one platform, easy to use and to adopt across a large and international team.
- Sales engagement platform flexibility — adaptable to each seller’s techniques thanks to a real multi-channel approach.
The result? A scalable outbound process that delivered both operational efficiency and dramatic growth in customers and revenue.
Want to scale your outbound the smart way?
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