The Challenge

For ARIS, growth is achieved in two ways: expanding existing customer accounts and reaching the vast number of organizations that hadn’t yet embraced professional business process management.

But traditional outbound needed to evolve. GDPR had tightened access to personal data, and buying behavior had changed: buyers educate themselves, they don’t want (or need) to be sold to.‍

Sven’s mission was to help a global sales organization adapt; to find new buying signals, act on those with personalized and differentiated messaging, and empower reps to work smarter with AI rather than harder with manual research.

“The way to do outbound has changed dramatically. The combination of legal constraints and changing buyer behavior together made traditional outreach ineffective.”

The Solution: AI Enablement and Agentic Iteration

Sven discovered Evergrowth at a sales-enablement event and saw an immediate fit.
Instead of positioning it as just another prospecting tool, he embedded it into ARIS’s GTM enablement strategy, giving sales teams and SDRs a hands-on way to work with real agentic AI.
ARIS’s GTM approach is driven by three major shifts:

1. Value-driven content. Shift from promotional messaging to content that refers to real business outcomes, and educates buyers toward making better decisions.
2. Targeted account selling with deep personalization. Every interaction must feel relevant; the standard signals are no longer enough since anything generic reads as spam.
3. AI-driven buying intent signals. Rather than buying off-the-shelf intent data of individual contacts, ARIS began defining its own buying signals based on what actually predicts customer movement (M&A activity, transformation programs, regional patterns)
   

“Once we uploaded our value proposition, ICPs, and personas, Evergrowth could begin finding the right contacts and surfacing buying signals for account-planning.”

During onboarding, the team uploaded their value propositions, ICPs, and personas directly within Evergrowth’s  Agent Training Center. From there, agentic workflows could identify relevant contacts and generate account-planning insights, weaving together the research intelligence with ARIS’s messaging and sales strategy for each prospect.

By embedding signal intelligence directly into sales workflows and training, Evergrowth became a core part of how ARIS planned and prioritized the customer engagements.

Over time, Sven’s team iterated continuously:

• Built custom Research Signal Agents for niche use-cases (e.g. on-prem vs. SaaS buyers)
• Configured agentic workflows to run different processes and playbooks for SDRs & AEs
• Fed learnings back into the platform to refine accuracy
  

Each iteration shortened research cycles and made campaigns sharper.

Change Management and Enablement

Because Sven oversees global enablement, rollout was as much about people as technology.

• Structured training: Reps were introduced to each use-case through collaborative workshops with Evergrowth
• Reinforcement loops: Regional webinars and a dedicated Teams channel kept sharing alive: questions, lessons learned, and even light gamification through campaign prizes
• Sustained adoption: New hires now learn Evergrowth during onboarding, embedding AI workflows into everyday sales habits
  

“Seeing reps go into an AI system and start running their own agentic workflows - that’s something I wouldn’t have imagined two years ago.”