Revenue operations | B2B software
MetricsKiba grew recurring revenue by 133% after rebuilding outbound
Kiba's sales representatives were spending most of the day building lists, checking contacts, researching companies, and maintaining email sequences before they could speak with a prospect. Aiwah built one outbound system that prepares relevant accounts and gives the team qualified replies ready for a commercial decision.
Research and outreach run as one workflow
The system finds target accounts, verifies contacts, gathers relevant company context, prepares outreach, runs approved follow-up, and keeps every response connected to the CRM.
Representatives begin with conversations
Instead of starting with list construction, representatives start with interested prospects, the reason each account matters, and the conversation that needs a human response.
133% recurring-revenue growth
Annual recurring revenue grew by 133% in eight months, while the share of sales time spent in customer conversations increased from 20% to 75%.
Salespeople were doing the work of a fragmented stack
Representatives moved between data providers, spreadsheets, research tabs, verification tools, email sequences, and the CRM before a useful conversation could begin. Every account required repeated preparation, and the context behind the message rarely survived into the reply.
Adding another point tool would have created another handoff. Kiba needed one workflow that could carry an account from discovery to a qualified human conversation.
Accounts now arrive with a reason to engage
The system identifies accounts against Kiba’s commercial criteria, verifies the right people, gathers current company context, prepares relevant outreach, and runs approved follow-up. Each decision and response remains attached to the account in the CRM.
Low-confidence matches, sensitive claims, and meaningful replies stop for review. Sales representatives decide how to continue the commercial conversation; the software makes sure they begin with the history and evidence already assembled.
Aiwah joined the revenue workflow end to end
Aiwah mapped targeting, qualification, research, message approval, sending, reply handling, CRM state, and the feedback used to improve the next cycle. We built the system around the account and conversation rather than around the output of any single data or email provider.
That foundation allows tools and model providers to change without losing the operating history or Kiba’s accumulated understanding of its market.
Seller time moved toward customers
The share of sales time spent in customer conversations rose from 20% to 75%. Over eight months, annual recurring revenue grew by 133% as representatives spent less time assembling pipeline and more time progressing qualified opportunities.
Kiba owns the targeting logic, account context, outreach history, and workflow. Aiwah remains responsible for performance and continued improvement as the market and sales motion evolve.