Customer Story
Mike Johnson · Vice President of Operations, HomeTeam · March 2026
How HomeTeam Generated Millions in Incremental Revenue Without Adding a Single Rep
HomeTeam is one of the largest pest control operators in the country. With hundreds of thousands of existing customers across multiple markets, they had everything they needed to run a successful cross-sell and upsell operation - except one thing: the manpower to actually do it.
The Challenge
HomeTeam's sales team was focused on bringing in new customers - exactly where they needed to be. But that meant existing customers weren't being reached consistently. Cross-sell and upsell campaigns, especially for add-on services like mosquito treatment, just weren't happening at the scale they should have been.
When they did try to run outreach, it was manual - reps dialing through lists, struggling to reach people, and not generating anywhere near the volume they needed. Some markets, like Phoenix, Arizona, were written off completely. People would say "We don't have mosquitoes here, we can't sell it." So they just didn't try.
“The lack of manpower to conduct cross-sell, upsell campaigns. No doubt about it.”
- Mike Johnson, VP of Operations, HomeTeam
To do it properly would have meant hiring, training, and managing a dedicated team - an investment that was hard to justify without knowing what the return would look like.
Deciding to Try Sellify
After meeting with the Sellify team, it just made sense. The idea was straightforward - automate the outreach, run the campaigns, generate revenue from existing customers - without pulling reps off new acquisition or adding headcount.
“If I didn't have to allocate bodies to it and I could generate revenue, it just seemed almost too good to be true.”
- Mike Johnson, VP of Operations, HomeTeam
They didn't know exactly what the close rates would look like or what the revenue would be. But the potential was there, the meeting gave them confidence, and they decided to find out.
The Results
The results went beyond what they expected - not just in the numbers, but in what they revealed about what was actually possible.
$1M+ in a single month
HomeTeam generated over one million dollars in new mosquito service revenue within a single campaign month - a figure that immediately validated the investment.
112%+ year-over-year growth
In the first five months of using Sellify, mosquito service sales more than doubled compared to the same period the prior year.
Entirely incremental revenue
Every sale was unbudgeted upside from the existing customer base, with no additional cost to serve.
Markets unlocked
Mosquito services were sold in Phoenix, Arizona - a market previously written off as non-viable. It changed the way local teams thought about what was possible.
Daily, consistent volume
Instead of sporadic bursts from manual pushes, sales came in every single day - reliable, predictable revenue.
Zero added overhead
The sales team stayed fully focused on new customer acquisition throughout. No reassignments, no new hires, no extra management layer needed.
“A month where we generated over a million dollars of new mosquito revenue stands out to me the most. And selling mosquitoes in markets where they said we couldn't - like Phoenix, Arizona. We don't have mosquitoes. We can't sell it. But when we went there, we sold it. It opened up the eyes of the local teams to what's possible.”
- Mike Johnson, VP of Operations, HomeTeam
How It Changed the Way They Operate
One of the biggest shifts was operational. Once campaigns were set up, they just ran. No micromanagement, no follow-up reminders, no manual intervention. The contact frequency controls were important too - knowing that customers were being reached responsibly and within guardrails meant the team could let it work without worry.
“It automated our cross-sell campaign, and I didn't have to allocate a number of bodies and resources. We just went straight to selling. It wasn't recruiting, training, following up, managing. Once you start the program, it does its thing. You don't have to manage it. You have to manage the people.”
- Mike Johnson, VP of Operations, HomeTeam
One thing that surprised them was how customers responded to the AI. Most interacted with it as if they were speaking with a real person. Customers were actually calling branch offices to confirm that "Anna" was a real team member. That naturalness in the conversations kept trust high and drove conversions that a more obviously automated system would have missed.
The ongoing support from the Sellify team also made a real difference - the regular communication, the responsiveness, the way things get handled day-to-day.
“You're a company that's very easy to do business with. I think that's really important.”
- Mike Johnson, VP of Operations, HomeTeam
The Bottom Line
Looking back, the return on investment made the decision an obvious one. Sellify automated HomeTeam's cross-sell campaigns and generated millions in incremental revenue from their existing customer base - all while the sales team stayed fully focused on new growth. No extra headcount. No extra management. Just results.
It was worth hiring Sellify because the return on that investment was so good. If I didn't have to allocate bodies to it and I could generate revenue - it just seemed almost too good to be true. And it came out as a home run.
Mike Johnson
Vice President of Operations, HomeTeam
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