Managing 300 accounts with revenue agents

How Logic Monitor is Scaling Outbound with Rox

LogicMonitor is the platform for Autonomous IT. The company has surpassed $400 million in annual recurring revenue, with Edwin AI, its AI operating layer, now contributing one-third of total book.

Craig Turner is the Senior BDR on Logic Monitor's Edwin AI team, and how he uses Rox changed how the entire team operates.

The Challenge

The team was spending too much time on non-revenue-generating activities.

"Some of the worst parts about being a BDR when I first started were the time and effort it took to put in the research, to build lists, to find prospects. It's time that's wasted."

With 300 accounts across six AEs, Craig's process was almost entirely manual:

• Filtering by title

• Researching prospects

• Combing through 10-K reports

• Writing personalized outreach one at a time

For high-priority prospects, a single personalized email could take 20-25 minutes. Hours spent on research meant hours lost on revenue-generating activities and lower coverage across accounts.

What Craig Has Now

Nearly zero time on research. Rox scrapes accounts, finds the right prospects, and surfaces pain points and talking points automatically. 

"It's going to give me things to speak about on the phone - the why, why now, why they might need it, different pain points they're experiencing in their organization."

More time on creative pipeline generation. "Rox is giving me time to be more creative with voice notes and video messages on LinkedIn." With admin off his plate, Craig and the team spend their day on the outreach that actually stands out.

Automated outreach. The agent pulls matched contacts and auto-pushes them to the sequence. Fully automatic, runs on its own - with the goal of booking meetings.

"I've used different tools to help me write highly personalized emails, but you can almost feel the AI in the tone. The way we've tuned the agent and how it ingests emails we've sent in the past - it really sounds hyper personalized."

Each AEs receives more attention. 

With 300 accounts, hitting all of them was structurally impossible before, now it’s easy. When one AE suggested narrowing focus to just 3-4 accounts, Craig's response was "We've got Rox. We don't need to focus on 3-4 accounts. We can go after all of your accounts."

The Results

Craig is seeing a 70%+ open rate - well above industry benchmarks. He’s able to operate quicker, for example, a last-minute event campaign that previously would have taken weeks was executed in 30 minutes, landing a booked executive meeting at the ServiceNow conference.

And that's just Craig. Across the team, agents are handling loads of work so the team can spend their days doing revenue-generating activities. 

"Some of the people on the team have agents handling their replies and scheduling their meetings. It might just be a case where they look up and they've got a meeting scheduled — and they didn't do anything other than tune an agent." - Craig Turner, Senior BDR, Logic Monitor