Junction
How Junction grew from $3M to $20M ARR with OneAway running outbound
$20M
ARR, up from ~$3M
~3 years
working together
Series A
raised during the partnership
"OneAway was definitely a big impact early on to get some key clients that we had, that were, in our minds, enterprise customers for us."
Ryan Layman
Senior Sales Lead, Junction
Junction is lab testing infrastructure for healthcare companies. Instead of signing contracts with the major US labs and handling the logistics themselves, companies use Junction to offer lab tests to their patients and users, from ordering and scheduling to getting results. Junction started as Vital, an API for wearable device data, and rebranded to Junction after its Series A.
Visit websiteHealthcare lab testing infrastructure
Junction was one of OneAway's earliest clients. For almost three years we ran their outbound alongside Ryan, their founding sales development hire, while the company grew from around $3M to $20M ARR.
A brand-new sales development function with one founding hire, selling into healthcare, one of the hardest markets to reach.
$20M ARR, up from around $3M, with outbound a big part of early growth and an in-house go-to-market team now being built.
The Challenge
Junction sells into healthcare, which is not an easy market to go after. When Ryan joined as the founding sales development hire, there was no outbound team, and the company was moving into lab testing as its main offering. As a startup, they needed early pipeline and early customers to build momentum.
"For startups, that's the most important: how you can excel early on, and that momentum that you create as you start to get funding, you start to build out your teams."
Ryan Layman
Senior Sales Lead, Junction
Key Challenges:
- Selling into healthcare, a hard market to reach
- A brand-new sales development function with one founding hire
- A new core offering: the move from wearables data into lab testing
- Needed early enterprise customers to build momentum
The Solution
We ran Junction's outbound as an extension of their team: a shared Slack channel with the whole OneAway team, a dedicated rep, and a habit of always testing the next improvement.
Personalization with AI research
Used tools like Clay to research prospects and personalize outreach instead of sending the same message to everyone
Constant A/B testing
Kept testing new messaging and new ways of outreach
Scaling volume
Added inboxes and sending volume as reply rates proved out
Pushing the ICP
Kept a structured ICP and tested how far it could stretch
"What I loved about OneAway was you guys pushed us to continue to get better and try to do more, and test out new ways of outreach."
Ryan Layman
Senior Sales Lead, Junction
The Results
While Junction worked with OneAway, the company grew from around $3M to $20M ARR. Inbound played a part too, but outbound was a big part of that growth, especially early on, and replies converted well from interested reply to booked meeting to discovery call.
$20M
ARR, up from ~$3M
~3 years
working together
Series A
raised during the partnership
Impact Highlights:
- ARR grew from ~$3M to $20M in about two years
- Outbound helped land key early enterprise customers
- Strong conversion from interested reply to meeting to discovery call
- Almost three years together, as one of OneAway's earliest clients
"OneAway has been great for the growth of Junction. They really were a key stake in the pipeline generation very early on in the company."
Ryan Layman
Senior Sales Lead, Junction
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$2M
raised in funding
Besolo
"The Customers We've Landed With You Are Critical For Our Business"
2.3%
Reply Rate
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"The first full month that we worked with you guys, all of a sudden everything changed. We're getting interested lead after interested lead."
20
demos in the first full month
Kea
"It's quite remarkable what they've been able to achieve for us. Everything ranging from the copy of these outreaches to setting up our email infrastructure."
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Creme Digital
"Xavier and Balsha treat you like friends and family. They really want to make sure things work out. It's a genuine way of doing business that should be more common."
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Fullenrich
"OneAway helped us scale our outbound motion from 0 to generating over 100 qualified opportunities."
$2M
raised in funding
Besolo
"The Customers We've Landed With You Are Critical For Our Business"
2.3%
Reply Rate
Prosperly
"The first full month that we worked with you guys, all of a sudden everything changed. We're getting interested lead after interested lead."
20
demos in the first full month
Kea
"It's quite remarkable what they've been able to achieve for us. Everything ranging from the copy of these outreaches to setting up our email infrastructure."
5%
reply rate
Stack Integrated
"If You Guys Can't Figure It Out, No One Can"
3.7%
Reply Rate
Creme Digital
"Xavier and Balsha treat you like friends and family. They really want to make sure things work out. It's a genuine way of doing business that should be more common."
$40K USD
deal closed
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