How Weaviate built a go-to-market command center to 3x pipeline generation

Summary

Key quotes

“Common Room helps us triangulate buying signals to really understand intent. That lets us reach out to the right people with the right message at the right time as opposed to just guessing and shooting in the dark.”

• 

  Soham Maniar

  Director of RevOps

“With Common Room, every rep has a customized view of their target accounts and all the relevant signals associated with them. It’s easy to keep a pulse on their book of business. They can pop in every day, see which signals are ready to work, and take action from there.”

• 

  Soham Maniar

  Director of RevOps

“Common Room has unveiled the open source-to-enterprise pathway. We can validate real business potential and connect the dots between open-source activity and enterprise deals.”

• 

  Soham Maniar

  Director of RevOps

Background

Building a go-to-market strategy comes with plenty of potential pitfalls: siloed tools, stale data, time-consuming manual work. Each upstream hiccup causes downstream pain.

That’s why organizations like Weaviate don’t settle for the status quo. They make sure their GTM teams are equipped with the AI-powered intelligence and tooling they need to identify high-intent, high-value prospects fast and take action just as quickly.

Here’s how Weaviate used Common Room to:

• Tap into its large developer community and open-source customer base
• Stack multiple disparate signals into a concise scoring model
• Triple pipeline over two quarters

Operationalize data-driven insights

Weaviate has over 13 million downloads of its AI-native, open-source vector database to date.

Like other commercial open-source software companies, the challenge was transforming interest in its free offering into sustainable revenue.

Weaviate started building out an outbound sales motion from scratch with the goal of proactively engaging organizations that would benefit from its premium offering.

While the company trained up its sales team, Director of RevOps Soham Maniar focused on one of his key jobs to be done: equipping that team with actionable insights.

“We had tons of open-source signals,” Soham said. “But we needed to figure out which signals mattered: what to prioritize, when to prioritize, how to tackle it, and who to tackle it with.”

Soham wanted to avoid the common problems RevOps professionals face every day: tool fatigue, data quality issues, and clunky, multi-step processes.

That’s when he discovered Common Room.

“Common Room centralizes tooling and increases rep efficiency,” Soham said. “As a RevOps professional, that’s the whole game.”

Common Room automatically captures data and signals from across Weaviate’s connected data sources, like visits to its website, social engagements on X (Twitter) and LinkedIn, open-source activity on GitHub, and community conversations on Slack, Stack Overflow, and Discourse.

Contacts and accounts are automatically deanonymized and enriched via Person360™, Common Room’s identity resolution and waterfall enrichment engine.

This creates a unified profile for every prospect and company active across Weaviate’s digital ecosystem, including their actions and attributes.

“You can point people to one place and say, ‘Everything you need is here,’” Soham said. “As opposed to, ‘Check HubSpot for this. Use a BigQuery dashboard for this. Go over to Sales Navigator for this.’”

Soham pumps other open-source signals into Common Room via Scarf, combining account-level intent signals related to downloads with person-level visibility into the contacts behind them.

And thanks to Common Room’s bidirectional integration with HubSpot, reps can view CRM fields, contacts, companies, deals, and activities right alongside data in Common Room and vice versa.

Prospects that reps otherwise would have missed—and the full context for where they are in the buying journey—are refreshed daily based on everything from pricing page visits and package downloads to open job listings that mention vector databases.

Economic buyers and target personas at companies that match Weaviate’s ideal customer profile are served up in a rep-friendly view alongside scores that tell team members which prospects to prioritize and why.

Scores are assigned based on a custom combination of fit and behavioral criteria, from organization size and annual revenue to GitHub activity and URLs visited.

The result is a GTM command center where Soham can instantly map out Weaviate’s entire buyer landscape—past, present, and future.

More importantly, it’s one where reps can immediately take action with full context.

“Common Room helps us triangulate buying signals to really understand intent,” Soham said. “That lets us reach out to the right people with the right message at the right time as opposed to just guessing and shooting in the dark.”

Playbook

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

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

Explore playbook

Scale proven plays at speed

Soham uses the intent signals captured in Common Room to create highly targeted outbound sales plays.

That starts with segments—automated, auto-replenishing outbound lists built on custom behavioral and fit criteria.

Each segment is built around a combination of buying signals and tailored to the rep viewing it based on CRM ownership. Contacts and accounts are instantly added as they’re detected over time.

Reps can take action on contacts and accounts—like adding them to outbound sequences, syncing their profiles with HubSpot, and more—directly from within a segment, no tab hopping necessary.

“With Common Room, every rep has a customized view of their target accounts and all the relevant signals associated with them,” Soham said. “It’s easy to keep a pulse on their book of business. They can pop in every day, see which signals are ready to work, and take action from there.”

Soham wanted to strike a balance between battle-tested plays and outbound experiments. The idea is to regularly test, iterate, and stack rank the plays that drive the highest ROI.

“We have core signals that are always on and experimental signals on rotation that reps work through every day for their patch of the world,” Soham said.

Some of Weaviate’s go-to plays include segments built around:

• Visits to high-intent pages on its website
• Activity in competitive GitHub repositories
• Former customers who recently changed jobs to target accounts
• ICP-match companies posting vector database-related job listings

Reps are instantly alerted about new activity in Slack, allowing them to follow up on intent signals fast.

Meanwhile, automated workflows further accelerate speed to lead.

For example, when contacts who match certain fit criteria land on Weaviate’s pricing page, a workflow automatically adds them to a custom email sequence in the company’s sales execution platform, Apollo.

Meanwhile, if Weaviate is only able to deanonymize web traffic at the account level, a workflow pushes the account to Prospector, which surfaces contacts based on preset filtering criteria and adds them to Common Room for enrichment.

“The real unlock happens when you’re able to pair open-source data with signals across the board that you care about,” Soham said. “That’s what Common Room does for us. It provides a holistic picture of what our accounts are doing.”

Playbook

Power pipeline using alternative GitHub repos

See every signal in your open-source ecosystem.

Explore playbook

Automate prioritization and personalization

The biggest benefit of Common Room may be how it helps Weaviate bridge the gap between developer activity in open-source channels and purchase decision-makers at target accounts.

“Common Room has this unique ability to show groundswell activity at the org level to help us prioritize which companies to go after,” Soham said.

When reps see activity in open-source channels, they use Common Room’s Prospector tool to find above-the-line buyers at those accounts and kick off conversations.

Meanwhile, the granular contact- and account-level data in Common Room provides reps with the information they need to build a POV and run highly personalized, highly relevant outbound.

Here’s just one example: Recently the team at Weaviate saw a developer from a very high-value account interacting with its GitHub repo.

Using Common Room’s GitHub listening feature, the AE assigned to that account saw a different developer from the same company looking at a competitive repo.

“We found out that they were looking at three different vendors at the same time, and we were able to get ahead of that and make a case for why we were the best option for their needs,” Soham said.

By unifying dev activity on the ground and business priorities at the exec level in one place, reps are able to merge a bottom-up and top-down approach.

“Common Room has unveiled the open source-to-enterprise pathway,” Soham said. “We can validate real business potential and connect the dots between open-source activity and enterprise deals.”

Common Room’s AI agents make it easy for reps to prioritize and personalize on the fly.

RoomieAI™ Capture fetches data from both Weaviate’s internal data sources and the public web to summarize account research for reps—like recent activity highlights and info from earnings calls—as well as providing a strategic engagement approach for each account.

Meanwhile, RoomieAI Activate generates hyper-personalized messaging for each contact in real time via dynamic variables that pull from first-, second-, and third-party data sources.

Weaviate has AI message snippets set up for a range of use cases, including personalized introductions, competitive GitHub activity, and social post interactions. This allows reps to instantly generate contextual, signal-based outbound.

“AI is amazing at transforming unstructured data into a usable output,” Soham said. “And when you combine that with the rich signals and account context in Common Room, it opens the door to experimentation that helps you move even faster while maintaining trust with developers.”

Playbook

Automate account research with agentic AI

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

Explore playbook

Results

Weaviate used Common Room to build its outbound motion from scratch over the course of 6 months.

In that time, Common Room directly contributed to a 3x increase in pipeline while consolidating several different processes and tools.

Weaviate helps developers bring AI-native applications to life with less hallucination, data leakage, and vendor lock-in. Common Room helps Weaviate bring its GTM strategy to life with less tool bloat, manual data wrangling, and missed signals.

Operationalize optimal outcomes with Common Room

Get started for free or get in touch to see how Common Room can help you turn siloed signals into repeatable revenue with AI.