Escalation Status
Executive
May 2026
Days to Renewal
107
Aug 26, 2026
Contract Value
$17,122
Annual Custom, 8 seats
Seat Utilization
100%
8/8 WAU active
Root Cause Summary
International dialing credits have been deducting against voicemail hits since February 2026, creating a credit drain Walking Tree did not budget for and has not been compensated.
The team has raised this as a billing/product failure and explicitly threatened to cancel. Compounding this: no CRM is connected despite active sequencing (116,913+ sequences run),
0 of 8 users have Conversation Intelligence enabled, and the call-to-meeting rate of 0.29% (377 meetings from 129,432 calls) is materially below benchmark.
The account is dialer-led, fully engaged (8/8 WAU), and operationally dependent on Apollo. The renewal concern is driven by trust loss, not disengagement.
Key Contacts
NM
Nishant Mishra
Team Lead
AG
Ashish Gautam
Enterprise Solutions Specialist
Features Active / Gaps
✓ Sequences
✓ Dialer
✓ Email
✓ Waterfall
✓ AI Platform
⚠ 7/8 Mailboxes
⚠ 7/8 Calendars
✗ CRM Sync
✗ Conv. Intelligence
Infrastructure Status
8/8
WAU Active
7/8
Mailboxes
7/8
Calendars
0/8
Conv. Intelligence
None
CRM Connected
7
Sending Domains
Annual
Contract Type
Custom
Plan
Client Profile
Company
Walking Tree
Industry
IT Services / Staffing
Geography
India (international dials)
ARR
$17,122
Seats
8
Plan
Annual Custom
Renewal Date
Aug 26, 2026
Primary Motion
Outbound Dialing
Use Case Profile
Walking Tree is an India-based IT services and staffing firm running high-volume outbound dialing campaigns targeting international leads. Their primary Apollo motion is the Parallel Dialer. They have placed 129,432 calls to date with 116,913 sequences active. The team operates at full capacity (8/8 WAU).
Key dependency: Phone credits are the core product value for this account. The voicemail credit drain represents a direct hit to their operating budget and has fundamentally damaged trust.
Growth opportunity: CRM connection would unlock living data enrichment for their active sequences. CI would surface coaching data for their dialing team. Both features are zero-cost to activate.
Account Timeline
May 2026 - Current
Voicemail credit issue unresolved. Apollo team engaged for remediation. Renewal in 107 days.
Feb – Apr 2026
International dialing credits begin deducting on voicemail hits. Team reports unexpected credit burn. Issue logged but not resolved. Account sentiment deteriorates.
Late 2025 – Jan 2026
Account operating at high volume. 129K+ calls, 116K+ sequences run. 8/8 WAU consistently active. CRM never connected. CI never set up. Waterfall enrichment active (36,100 runs).
Account Start (Annual)
Walking Tree onboarded on Annual Custom plan, 8 seats. Dialer-led motion established early. 7 sending domains configured. Waterfall and AI Platform activated.
Usage Snapshot
May 2026
129,432
Total Calls
All-time dialer activity
377
Meetings Booked
0.29% call-to-meeting rate
116,913
Sequences
Active sequences run
106,689
Emails Sent
Via Apollo sequences
36,100
Waterfall Runs
Enrichment credits consumed
255
AI Platform
Nascent - low adoption
Call-to-Meeting Benchmark Flag
Walking Tree's call-to-meeting rate is 0.29% (377 meetings / 129,432 calls). Industry benchmark for outbound dialing is typically 1–3%.
This is 3–10x below benchmark and suggests either targeting issues, script gaps, or contact data quality problems.
Conversation Intelligence (0/8 setup) would surface coaching opportunities. CRM sync would improve contact routing and eliminate bad numbers.
User Activity
Weekly Active Users (WAU)
8 / 8
Mailboxes Connected
7 / 8
Calendars Connected
7 / 8
Conversation Intelligence
0 / 8
CRM Connected
None
Credit Allocation
Phone Credits (allocated)
To be confirmed
Phone Credits (consumed)
To be confirmed
Voicemail Credit Impact (est.)
Under review
Enrichment Credits
To be confirmed
AI Credits
To be confirmed
Full credit breakdown will be shared following our upcoming review session.
Infrastructure
Sending Domains
7 domains active
Deliverability Status
See deliverability audit - 7 domains reviewed
Sequences Active
116,913 run to date
Waterfall Enrichment
Active (36,100 runs)
AI Messaging
Nascent (255 runs)
Health Signals
CRITICAL
Voicemail Credit Drain - Unresolved Since Feb 2026
International dialing credits have been deducting on voicemail hits since February 2026. Apollo is reviewing the full credit impact and will confirm the adjustment in writing. This is the top priority ahead of your August renewal.
CRITICAL
Credit Issue Has Damaged Trust - Restoration Required First
The voicemail billing issue has created a trust gap. Apollo's commitment is to resolve this with a concrete, documented credit adjustment before any renewal conversation takes place.
CRITICAL
CRM Not Connected - Despite Active Sequencing
No CRM integration is active (Salesforce, HubSpot, or Pipedrive). The team has run 116,913+ sequences without CRM sync, meaning activity data, meeting outcomes, and contact updates remain siloed in Apollo. Living data enrichment and automated CRM push are not yet available.
CRITICAL
Conversation Intelligence - 0/8 Users Configured
No Conversation Intelligence is set up for any of the 8 users. With 129,432 calls placed and a 0.29% call-to-meeting rate, CI would surface coaching data, call quality signals, and script optimization opportunities. This is a zero-cost activation that directly addresses the core KPI.
HIGH
Call-to-Meeting Rate 0.29% - 3 to 10x Below Benchmark
377 meetings from 129,432 calls = 0.29% conversion. Industry benchmark for outbound dialing is 1–3%. This points to contact data quality, script, or targeting opportunities. Conversation Intelligence and a dial strategy review would address this directly.
HIGH
1 Mailbox + 1 Calendar Disconnected
7/8 mailboxes and 7/8 calendars are connected. One user is missing both, reducing their sequence tracking visibility and meeting scheduling. Should be resolved ahead of renewal.
HIGH
Renewal 107 Days Out with Open Items
Renewal is August 26, 2026. The credit resolution, CRM setup, and CI activation each need their own timeline and owner. Apollo's goal is to have all three completed well before the renewal conversation begins.
Opportunity Signals
Expansion + value amplification levers
OPP
100% Seat Utilization - Every User Active
8/8 WAU consistently active. Every licensed user is using Apollo daily. The team is deeply embedded in the platform. The path to a strong renewal is resolving the credit issue and unlocking the remaining features.
OPP
AI Platform Nascent (255 runs) - Significant Upside
255 AI Platform uses against heavy overall product activity. There is significant untapped potential for AI-assisted sequence writing, personalization at scale, and automated messaging. Apollo will prioritize AI Platform enablement once the current open items are resolved.
OPP
CRM Integration Would Unlock an Automated Data Loop
Connecting a CRM would enable living data enrichment, automated field updates, and bidirectional sync for 116,913+ sequence contacts. This directly improves Apollo's ROI visibility and data quality for the team's outbound motion.
OPP
Waterfall Active - Data Quality Improvement Path
36,100 waterfall enrichment runs shows the team is actively investing in data quality. Expanding waterfall depth and pairing it with improved targeting could directly lift the call-to-meeting rate.
Journey Phase
Walking Tree is in a Save/Crisis phase. The account is operationally active and product-dependent, but trust has been broken by the voicemail credit issue. The path to renewal requires: (1) resolve the credit issue with a concrete commitment, (2) activate the two zero-cost features that directly address their ROI problem, (3) rebuild the value narrative before any commercial conversation.
Recommended Plays
Execute in priority order
IMMEDIATE
Credit Remediation + Formal Commitment
Apollo will audit the full voicemail credit impact from February 2026 to present and share the findings with Nishant and Ashish. A specific credit adjustment will be committed in writing before any renewal conversation begins. This is the first and most important step.
⏱ Next call - no delay
IMMEDIATE
CRM Integration Activation
Apollo will schedule a 30-minute CRM connection session. We'll connect Apollo to Walking Tree's CRM (HubSpot, Salesforce, or Pipedrive), map key fields, and enable living data enrichment for active sequence contacts. Zero-cost to activate. Directly improves data quality and pipeline visibility.
⏱ Within 2 weeks of credit resolution
IMMEDIATE
Conversation Intelligence Setup - All 8 Users
Apollo will enable Conversation Intelligence for all 8 users in a single setup session. With 129,000+ calls placed, CI will surface coaching insights, call quality data, and script optimization opportunities. This directly addresses the call-to-meeting rate and is zero-cost to activate.
⏱ Within 2 weeks - can run in parallel with CRM
FOLLOW-UP
Dial Strategy Optimization Session
Once CI has been live for 2–4 weeks, Apollo will schedule a dial strategy review using early CI data. Focus areas: contact targeting quality, call script effectiveness, best-time-to-call patterns, and sequence step timing. Goal is to move the call-to-meeting rate from 0.29% toward 1%+.
⏱ 4 to 6 weeks out - after CI data accumulates
FOLLOW-UP
Renewal Preparation + Value Review
Apollo will build a renewal value summary anchored on: calls placed, meetings booked, sequences run, waterfall enrichment runs, and improvements from the credit resolution, CI activation, and CRM setup. Target a renewal conversation by mid-July to allow time for contracting ahead of the August 26 date.
⏱ Start building July 1 - renewal Aug 26