Outbound Didn’t Scale Until Viva Turned It Into a System
Viva’s SDR team needed outbound calling software that could turn inconsistent effort into a repeatable daily system, and Kixie removed the friction that was holding that system back. Connection rates rose 25%, reps reclaimed up to 75 minutes a day, 100 calls per SDR per day became an easy daily target, and Viva reports 15% in cost savings alongside the stronger output.
- 25%
- connection rate lift over the prior setup
- 75 min
- saved per rep, per day, across two call blocks
- 100
- calls per SDR per day, now the normal expectation
- 15%
- cost savings reported alongside stronger output
“Kixie made it feasible for the SDRs. We can say, ‘We are going to make 100 calls today.’ And they see it as easy.”
Who Viva Is
Viva, founded in 2020, is a 150-person company selling executive assistant services through an SDR-led outbound go-to-market motion. The team runs HubSpot as its CRM of record.
The Before State: Outbound Was Not Failing Because of Effort
It was failing because the system made execution slow, inconsistent, and hard to sustain. Calling blocks required extra admin work that inflated the true cost of outbound. Reps lost momentum switching tabs, searching for numbers, and logging outcomes. Connectivity performance lagged, which made volume feel pointless. And activity did not reliably land in HubSpot, weakening coaching and accountability.
Outbound existed, but it was not a machine. It depended on individual discipline and manual cleanup.
Late 2023 was the inflection point. Viva needed outbound to run like infrastructure: consistent daily execution, measurable activity in HubSpot, and enough velocity to justify outbound calling as a primary channel.
From Friction Removed to Results: The Flywheel
For Viva’s SDR team, the shift to Kixie played out as a direct chain, not a one-time fix: when calling stops being a manual chore, reps stop avoiding it. When reps stop avoiding it, activity becomes consistent. When consistency is locked in, volume becomes normal. That is when outcomes move.
What Changed in Viva’s System
Execution Speed: Kixie PowerDialer replaced one-at-a-time manual dialing, and multi-line dialing made high call volume realistic inside Viva’s fixed call blocks.
Workflow Automation: List-based calling from a CSV cut setup time and task switching between calls, and click-to-call removed the small delays that kill momentum across a full day of dialing.
CRM Visibility: HubSpot logging and call recordings now happen automatically, so activity is trackable, coachable, and attributable without any manual cleanup from reps.
Why It Worked
The change stuck for a few specific reasons, not because the software was good in the abstract. It compressed the time between intent and action, so reps stayed in motion instead of stalling between calls. It eliminated the admin tax that makes outbound calling feel heavier than it is, so a 100-call day no longer carried a hidden hour of cleanup.
It made HubSpot execution measurable without any extra rep effort, so coaching and accountability did not depend on reps remembering to log things. And once volume felt achievable instead of exhausting, reps did the work consistently, which is what turned a good week into a repeatable system.
Outbound That Runs Like Infrastructure
Viva has continued using Kixie since Q4 2023, and it is now part of the SDR operating system rather than a tool bolted onto it. Leadership uses Kixie’s reporting to manage execution day to day, not just to review results after the fact. Removing Kixie would reintroduce friction, reduce consistency, and push daily volume back into hard mode.
The Results, in Detail
100 calls a day, made easy
Once the manual steps were gone, hitting 100 calls per SDR per day stopped being a stretch target and became the normal expectation, changing adoption and consistency across the team.
75 minutes saved per rep, per day
Viva reports saving 75 minutes per day across two 1.5-hour call blocks, time previously lost to admin work between calls.
25% increase in connection rate
Compared to Viva’s prior setup, connection rates rose 25%, giving reps a tangible payoff for the added call volume rather than more dialing for the same results.
15% cost savings reported
Viva reports 15% in cost savings alongside stronger outbound output.
Is your SDR team fighting the same friction Viva’s was?
See what 100 calls a day feels like when it’s easy.