How Anyscale stack ranked its entire buyer universe to 2x pipeline quarter over quarter

Summary

Key quotes

“Without Common Room, it would be a crazy task to mine through all of our data. Common Room doesn’t just aggregate it—it unifies it with all of our other systems.”

• 

  Bill O'Connor

  Marketing Operations Manager

“Common Room allows me to find hidden leads and make sure I don’t miss leads coming through a diverse set of inbound channels. More leads, more meetings, more opps, more revenue! I get a unified view of all marketing channels funneled right to me. It saves me at least 2 hours a week.”

• 

  Scott Cecil

  Enterprise Account Executive

“We're really impressed with being able to just click on an account and have RoomieAI surface the important information. And it’s not just the quantity of the information, it’s the quality. The usefulness of it to write better emails, have better calls.”

• 

  Bill O'Connor

  Marketing Operations Manager

Background

Product awareness doesn’t automatically translate to pipeline—especially if go-to-market teams can’t take action on it quickly.

That’s why organizations like Anyscale make sure their GTM teams have the visibility and actionability they need to turn quality leads into quality pipe—all powered by AI and automation.

Here’s how Anyscale used Common Room to:

• Ditch point solutions for a single pane of glass
• Align sales and marketing around pipegen
• Double pipeline quarter over quarter

Break down data silos

Seeing huge demand for its open-source AI compute engine, Ray, Anyscale began to hire more sales headcount.

The goal? To transform market demand into paying customers for its premium solution, RayTurbo.

As Anyscale onboarded more full-stack account executives—AEs that generate and close their own pipeline without SDR support—the team saw a chance to transform its approach to GTM.

“We were dealing with an absolute hodgepodge process,” said Marketing Operations Manager Bill O’Connor. “Pulling account-level signals from different tools, exporting them to a spreadsheet—the Head of Sales was getting a new spreadsheet every week to help the sales team select accounts. Data lived in a bunch of different places and it was a ton of manual work.”

Disconnected tooling and manual workstreams weren’t the only problem. Many of Anyscale’s most important buying signals come from open-source channels like GitHub—data sources that most sales tools aren’t equipped to handle.

“Those open-source signals are just so huge for us, and legacy tools don’t pick that stuff up,” Bill said.

Anyscale’s vision was to align sales and marketing on one stack ranked account list that incorporated everything from OSS activity to marketing engagements to firmographic fit and beyond.

Bill and the team rewrote their inbound and outbound processes from scratch and nicknamed the new framework Frodo (as in one GTM list to rule them all).

Then they turned to Common Room to make their vision a reality.

Common Room acts as the brain for Anyscale’s GTM motion, capturing, unifying, and enriching data and signals from HubSpot, Salesforce, GitHub, X (Twitter), LinkedIn, Slack, Discourse, Anyscale’s website, and other sources, all in one place.

“Without Common Room, it would be a crazy task to mine through all of our data,” Bill said. “Common Room doesn’t just aggregate it—it unifies it with all of our other systems.”

From pull requests to pricing page visits, every signal flows into Common Room, where it’s tied to a real prospect and real account via out-of-the-box identity resolution and waterfall enrichment.

This allows Bill and team to serve up high-intent, high-fit prospects to sales on a silver platter, complete with names, job titles, work histories, email addresses, phone numbers, recent cross-channel activities, and more.

“Common Room has helped us integrate our various systems, bring all those signals together, and tie them directly to our lead model,” Bill said.

Playbook

Power pipeline using alternative GitHub repos

See every signal in your open-source ecosystem.

Explore playbook

Make pipegen a team sport

Pipegen is a company-wide priority at Anyscale, with both sales and marketing playing crucial roles across inbound and outbound.

Inbound leads are synced from HubSpot to SFDC, then pushed to Common Room for scoring based on a combination of different fit and behavioral criteria, like annual revenue, job title, and granular actions taken across different channels.

If a lead reaches the MQL threshold, it’s routed to an AE via a dedicated segment that’s automatically personalized based on their book of business.

AEs can see the exact actions and attributes that inform scores by hovering over them in Common Room.

“Common Room allows me to find hidden leads and make sure I don’t miss leads coming through a diverse set of inbound channels,” said Enterprise Account Executive Scott Cecil. “More leads, more meetings, more opps, more revenue! I get a unified view of all marketing channels funneled right to me. It saves me at least 2 hours a week.”

If the MQL is associated with a named account, the AE follows up within 24 hours. If it’s not, the AE can choose to work it or pass it off to marketing for nurturing.

Meanwhile, Anyscale has a separate scoring process for outbound.

Accounts that match its ideal customer profile are pushed from SFDC to Common Room, where they’re scored based on historical activities across channels, engagement from the past 90 days, and various firmographic criteria, like industry, company size, annual revenue, and capital raised.

Sales assigns accounts to AE segments for outbounding. Unassigned accounts are sent to marketing for nurture.

Whether inbound or outbound, Common Room acts as the action layer for sales and marketing.

Team members can click into any organization or contact profile to get a 360-degree view of every account and prospect, including helpful insights like relevant job listings or recent job changes.

Both AEs and marketers can then add leads to prebuilt Gong flows directly from Common Room for prospecting or nurturing—or even automate the process completely.

Playbook

Follow up on the best leads fast with signal-based scoring

Engage the right accounts at the right time using every signal.

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Personalize outreach with AI

Ansycale also uses Common Room’s AI agents to deliver account insights to reps right where they work.

RoomieAI™ Capture can be configured to proactively find, synthesize, and summarize insights from anywhere—including both owned data and data fetched from the public web—for prioritization and personalization.

When an AE clicks into an account, they’re greeted by an AI overview that explains why an account is a good fit, how to engage, and suggested next steps.

They can quickly scan summaries of business-relevant product info, content from an organization’s website, open job listings, competitive product usage, and more—and click into any summary for a deeper dive.

“We're really impressed with being able to just click on an account and have RoomieAI surface the important information,” Bill said. “And it’s not just the quantity of the information, it’s the quality. The usefulness of it to write better emails, have better calls.”

This same data can be used for AI-generated messaging.

RoomieAI Activate crafts message snippets in real time by pulling from preselected dynamic variables and tailoring them to each prospect and account.

Playbook

Automate account research with agentic AI

Instantly scale deep research across every rep’s book of business.

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Results

Anyscale rolled out its new GTM framework with Common Room in Q1 2025. It saw a 2x increase in pipeline within a quarter.

“Common Room is both the brain behind our GTM strategy and the action layer,” Bill said. “For sales and marketing, the day starts and ends in Common Room.”

Anyscale helps its customers supercharge their AI platforms. Common Room helps Anyscale supercharge its pipegen.

Prioritize and personalize at scale with Common Room

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