How Perk's SDR Team Built 60% of North American Pipeline Using Agentforce Prospecting Agent

Perk is the corporate travel and spend management platform formerly known as TravelPerk, serving over 12,000 business customers worldwide. As the company scaled its sales motion into the North American market, its SDR team faced a classic bottleneck: reps were spending a large portion of each day on prospect research, switching between browser tabs and data tools to find leads that fit Perk's ideal customer profile. The 'time to touch' — the critical window between identifying a lead and making the first meaningful contact — was stretched by manual work that should have been automated.

Perk deployed Prospecting Agent from Salesforce Agentforce Sales. The agent runs continuously within Agentforce Sales, autonomously identifying high-fit prospects based on Perk's targeting criteria and placing them directly into segmented email outreach cadences — without rep involvement in the research phase. Critically, the agent doesn't just deliver a list of names: it surfaces a concise, reasoned summary for each prospect explaining specifically why they meet Perk's criteria and why they're a strong fit, which lets reps walk into outreach already prepared.

Perk got from setup to live in two weeks. Within that same period, call volumes tripled and email reply rates doubled. Within weeks, the Prospecting Agent had generated enough pipeline to account for 60% of the team's North American bookings activity — a number that reflects both the volume the agent operates at and the quality of the prospects it surfaces.

The human side of the workflow was deliberately preserved. Perk kept reps in control of validating the agent's logic and refining its targeting in real time, with a tight feedback loop that kept the agent's criteria aligned with the team's evolving go-to-market strategy. The result is that reps shifted from being prospect researchers to high-value consultants who enter every meeting already briefed on a curated, pre-qualified account.

Perk's next step is deploying specialized prospecting agents tailored to its three core product lines — Travel, Spend, and Events — targeting distinct buyer personas with even higher precision per product.