From Chaos to Clarity: Building Outbound Pipeline from Scratch

In this episode of The Pipeline Pioneers (Season 2), we sit down with Akshaya Ravi, Sr. Founding SDR & Evangelism at Storylane, to explore how she’s helping Storylane evolve from an inbound-only engine to a balanced, outbound-powered revenue machine.

Akshaya shares her experiences of building outbound motion from scratch, defining the ideal customer profile (ICP) in fast-moving environments, and how her team is leveraging AI to stay lean and scalable by automating what should be automated and protecting the human moments that truly move deals forward.

What you’ll learn in this episode:

• How to build an outbound engine in an inbound-heavy org
• The evolving definition of ICP (and why it’s not just your “target customer”)
• Real-world examples of using AI to accelerate but not replace sales efforts
• Her “100-penny” framework for distributing pipeline generation efforts across channels
• Why Storylane doubles down on product-led, founder-led, and social-led growth
• Tactical tips on staying agile and system-aware in a fast-scaling team

Whether you’re scaling your first SDR team or fine-tuning your go-to-market playbook, this conversation is full of first-hand insights, practical strategies, and a refreshing perspective on the power of experimentation in modern pipeline generation.

Tune in now to learn how to build a pipeline that’s not just big but built to convert.