Utila: 15%+ Reply Rates with LGM

Utila enables organizations of all sizes to securely build, manage, and scale digital asset operations across stablecoin payments, treasury, trading, tokenization, and beyond. The platform combines institutional-grade MPC wallets, granular policy controls, robust APIs, multi-chain support, payment and tokenization engine, and deep integrations with banking, compliance, exchanges, DeFi, and more.

Trusted by 250+ industry leaders, Utila processes more than $20B in monthly volume and has secured over $200B in transactions to date.

Jacob Malinsky, GTM Operations, manages Utila's entire outreach infrastructure. While the sales team responds to interested leads, Jacob owns everything upstream: building campaigns, managing identities, sourcing and qualifying leads, and maintaining the tech stack.

The Search for a Solution and Choosing LGM

Before LGM, Utila used another tool, but they ran into several issues:

• Cold campaigns stalled at around 8% reply rates.
• Campaign conditionals were too limited: no way to differentiate between a warm connection and a cold contact or to branch logic based on LinkedIn status.
• Bugs with enrichment corrupted variable fields, risking messages going out with broken personalization

Jacob had also tested other automation tools, but their browser-based, high-volume approach posed real safety risks for LinkedIn accounts. He needed performance and safety together.

When Jacob looked into LGM, he said the fit was clear:

• LGM's cloud-based architecture operated within safe daily limits without relying on browser extensions.
• The custom sequence builder offered the conditional branching he needed (including if connected / not connected logic).
• The HubSpot integration was native
• The Multichannel Inbox consolidated all LinkedIn and email conversations for the sales team.

Jacob was also drawn by LGM’s support model. From their first call, Jacob was assigned a dedicated Client Partner, Attil: a single point of contact who would work alongside him to review campaigns, optimize sequences, and troubleshoot in real time. This support helped Jacob ramp up quickly and get the most value from LGM from day one.

Implementation and Usage

Utila launched LGM with a controlled test: Jacob onboarded Max, a new sales hire, onto LGM while the rest of the team continued on their previous tool with parallel campaigns and comparable audiences. The idea was to compare the results using LGM vs. their old tool. Jacob wanted clean data to make his decision.

From the start, the onboarding experience was different. Attil joined him on regular calls to review live campaign setups, advise on message sequencing and copywriting, and walk through best practices for managing multiple overlapping campaigns across different identities.

Jacob built customized multichannel sequences using LGM's conditional logic to tailor the experience based on each lead's connection status.

The HubSpot integration was configured so that all campaign data and custom company properties mapped seamlessly from LGM to HubSpot. Because this data synced automatically, Utila’s CEO and marketing team could mass-filter their CRM tables and get an in-depth, real-time view of outbound pipeline without needing Jacob to pull the data manually.

"LGM has been a reliable core of our outbound stack; strong multichannel sequencing, deep integrations, and a genuinely responsive support team that makes all the difference." - Jacob Malinsky, GTM Operations

Results and Impact Looking Forward

The test comparison left little room for debate:

‍Before LGM:

• Underperforming reply rates on outbound campaigns
• Time-consuming manual list processing

After LGM:

• Reply rates consistently above 15% across campaigns
• Faster outreach, with more prospects contacted

The shift in performance was immediate. Highly targeted campaigns generated replies so fast that Jacob occasionally had to pause them to avoid overwhelming the sales team's capacity.

The qualitative improvements were just as significant. Sales reps could label conversations directly in LGM ("meeting booked," "interested," "not interested"), with those statuses syncing to HubSpot automatically. This gave Jacob and the leadership team live pipeline visibility for the first time

With the results validated, Utila has moved toward rolling out LGM across the full sales team.