Case Studies

Daniel Dura is the CEO and Co-Founder of Graphium Health, a software company and data intelligence platform for anesthesia providers. They turned to Predictable Revenue’s Outbound Consulting to help establish scalable outbound systems.

Before Predictable Revenue

Before working with Predictable Revenue, the company’s sales were predominantly sourced through inbound. They were in the early stages of running their first email campaigns and had one salesperson on the team. This sales associate had performed very well, but there was no organized process for bringing on more SDRs.

As the company began to grow, they realized they needed more structure in place before hiring additional salespeople. They had moved past the start-up stage and were ready to bring the company to the next level. Daniel wanted to ensure they were ready for those next steps and that they were set up for success before scaling further.

The Problem

Without an organized sales system in place, it was difficult to scale. The lack of clearly defined roles was starting to hurt Graphium Health’s growth. There was uncertainty about which metrics to track, how to ensure accountability and the best way to document their procedures. They were also looking to learn new strategies for taking an accounts-based approach.

Since no one on the team had experience building a B2B SaaS sales function from the ground up, they looked to Predictable Revenue for expert guidance.

“It’s been amazing to see how quickly we’ve been able to build out this new capability and avoid all the pitfalls we would have otherwise stepped right into.”

Our Solution

Our Outbound Consulting service was the best fit for Graphium Health. The primary goal of the engagement was to build a sales system they could rely on, and continue to invest in as the company grows.

Working with one of our coaches, Daniel and the Graphium Health team began to establish a new structure with clear expectations around each role. They also built a playbook to provide detailed guidance for future sales hires. These systems will be critical as the team grows.

At every step of the way, our coach was available to answer questions, hold the team accountable, and bring new ideas to the table.

“Every time we had a meeting with the PR team, we walked away impressed.”

The Result

“We couldn’t be more excited about what Predictable Revenue has done,” Daniel says. “Not only have they brought people onto our team who fit with us culturally and are fun to work with, but every time we meet with them we learn something new.” Graphium Health is hoping to hire their next few salespeople in the coming months.

“It’s been amazing to see how quickly we’ve been able to build out this new capability and avoid all the pitfalls we would have otherwise stepped right into.”

Conclusion

Our Outbound Consulting service provided the insight and guidance Graphium Health needed to build their outbound sales systems. Before working with Predictable Revenue, the team had one successful salesperson but was lacking the structure to scale.

Our outbound coach helped establish Graphium Health’s sales team structure, document their playbook, and monitor the right metrics for success. With strong foundations in place, they look forward to more predictable pipeline growth.

Prefer a PDF Version?

The Global Sales Manager at a networking hardware company approached us for help building an outbound sales motion. This company is a global leader in IT, and the team in Growth and Digital Sales was responsible for building an Internet of Things (IoT) business unit.

Predictable Revenue’s Coaching Services helped the company establish strong foundations while building an outbound sales function from the ground up.

Before Predictable Revenue

Before working with Predictable Revenue, the IoT outbound team was a mix of sales individuals and SDRs with varying degrees of experience.

Their sales manager was familiar with Predictable Revenue Co-Founder Aaron Ross, and our coaching services came highly recommended. “To have someone like Predictable Revenue, with the experience and proven track record, come in and show us the template was really important to our team.”

The Problem

Although the company had strong relationships with existing customers, they wanted to continue to expand and attract customers in a new way by communicating how, when, and where prospects could benefit from their solutions. They also wanted a solid structure in place to scale.

Our Solution

Our Outbound Success Plus Coaching Service provided structure and accountability for the IoT sales team. This included building a playbook, weekly progress meetings, and coaching to ensure sales reps reached their full potential.

“We knew we were going to have good sessions every week in terms of what was working, what wasn’t working, and where we needed help,” the sales manager says. “The reliability of the Predictable Revenue team was incredible. Everyone we worked with was clearly committed to the success of our team.”

“It was also extremely valuable to walk away with a concise playbook that my team and I can use as we onboard new employees and scale our sales team.”

“It was extremely valuable to walk away with a concise playbook that my team and I can use as we onboard new employees and scale our sales team.”

“For anyone in my position, where you’re looking to either build something from scratch or reinvent what you have, I recommend working with Predictable Revenue.” 

The Result

“The team has had some really strong engagements,” the sales manager says. “The structure that Predictable Revenue helped us put in place has been massively beneficial.”

Their team has increased the number of cadenced emails and meetings set on a weekly basis, a success their manager credits to the structure Predictable Revenue helped establish. Along with tracking progress and accountability for the team, “We’re in a much better place than when we started.”

Having another set of eyes, especially an organization like Predictable Revenue that has worked with thousands of different companies, provided a valuable outside perspective to their sales team.

Conclusion

Our team provided the structure this company needed to build a strong outbound sales function. Weekly meetings provided feedback for the team and helped keep them on track to scale. The new playbook will also allow the team to onboard new hires and scale more efficiently.

“We’ve had some really good early wins and we’re growing quickly,” the sales manager says. “For anyone in my position, whether you’re looking to either build an outbound function from scratch or reinvent what you have, I recommend working with Predictable Revenue.”

Prefer a PDF Version?

The Chief Revenue Officer (CRO) at a successful media company reached out to Predictable Revenue for help outsourcing their sales development function.

Before Predictable Revenue

Before engaging with Predictable Revenue, the company had no internal sales development rep (SDR) team.

They had established systems for selling their services but were looking to launch a new SaaS product. Their primary focus was breaking into the SaaS space without the hassle of recruiting, onboarding and training SDRs.

The Problem

The company had been successfully selling their services but was now looking to target a new market for their SaaS product.

The Director of Sales Enablement and Operations is responsible for ensuring alignment between sales and operations. The previous CRO had already reached out to Predictable Revenue, and the Director saw an opportunity to leverage Predictable Revenue’s experience to look for new prospect accounts.

Our Solution

Since the company wanted to avoid the time-consuming process of recruiting and onboarding, they decided to go the outsourced route with our SDR Pods, rather than build an internal team. The Director already had a list of accounts to target, so the team could get started right away.

The Result

Over the course of an 18-month engagement, our SDR Pods booked more than 120 meetings and generated over 2.1 million USD in pipeline.

“Both account managers were very easy to work with, very knowledgable, and very on top of their business. It’s been a very positive experience,” says the Director.

“Working with PR has been great. If I had any questions or concerns, the account manager was always very diligent in getting an answer, following up in a timely manner, and managing his team.”

Conclusion

Outsourcing the company’s SDR function has freed up the Director’s time and allowed them to focus on other areas for growth. The company has begun to hire internal SDRs, who will pick up where our pods left off and continue to fill the pipeline with qualified opportunities.

120

Meetings Booked

> 2.1 million USD

Pipeline

Prefer a PDF Version?

The Director of Market Development at a global leader in information technology (IT) solutions reached out to Predictable Revenue to help put together an outbound playbook and establish strong sales techniques.

Before Predictable Revenue

Before working with Predictable Revenue, the Director of Market Development was managing a partial team but was still entrenched in the hiring and onboarding process. Although the Director had plenty of experience cold calling and motivating salespeople, they lacked the tactical knowledge of managing an outbound team and so began to look for outside help.

This company had worked closely with Predictable Revenue during their pilot, and when it came time to build an outbound function, they knew Predictable Revenue was the right choice.

The Problem

The company’s main issue was hiring and training the right people to sell their services. The Director’s main priority was to get outreach up and running, but with many salespeople coming from a background in selling software products, they had to be trained to sell services and learn a different approach.

Instead of focusing on the number of cold calls, the Director wanted his team to understand the importance of research and relationship building. Since the company’s services typically span multiple-year contracts, that translates to a much more customized form of outreach than typical mass mailing.

“I didn’t go in with huge expectations other than getting a playbook documented, but the journey to get there definitely exceeded my expectations.”

“The coaching helped me understand a new way to write emails and it really opened my eyes.”

Our Solution

Our outbound coaches helped the Director recruit a team of more than eight people and train them on a hyper-personalized outbound approach, using tools such as Navigator, ZoomInfo and CrystalKnows.

One target area was deep research training. Through weekly meetings and workshops, our coaches taught the team how to craft highly customized messages based on a prospect’s social media posts, podcast appearances and personal network.

Each person wrote emails and had their messaging critiqued by the coaches. They also participated in mock phone calls to prepare them for successful outreach. Throughout the process, our coaches stayed in touch via calls and Whatsapp, sending recommendations and top-of-mind information.

The Result

With the hands-on support of our coaches, the Director was able to recruit and onboard a team of eight within two and half months.

They have now begun implementing the outreach strategy that our coaches helped develop and look forward to seeing the results of their deep research approach.

They have already seen progress with more junior salespeople gaining confidence on cold calls.

Conclusion

The Director of Market Development initially reached out to Predictable Revenue for help creating an outbound playbook but was pleasantly surprised by how involved our coaches were in the process of hiring and training their team.

With strong foundations established, their outbound function will only continue to grow. They are looking forward to hiring their next group of sales reps this spring.

Recruited & onboarded

a team of eight

within two and half months

outbound
sales playbook

Prefer a PDF Version?

Brad Parker is the Co-Founder of FormPiper, a software company that helps retailers automate customer financing. Brad and his team launched their sales development rep (SDR) program with help from Predictable Revenue’s coaching service, and after seeing such great success, they decided to move forward with fully managed SDR pods.

Before Predictable Revenue

Before working with Predictable Revenue, FormPiper’s outbound team consisted of two account executives (AEs). Brad decided to seek outside help in building out FormPiper’s SDR program. “I decided to go with Predictable Revenue so I could work with the best when it comes to building SDR teams,” Brad explains.

The Problem

With a background in retail, Brad was new to the SDR business model and didn’t want to reinvent the wheel. FormPiper was growing quickly and the best way to launch a successful SDR program was to seek expert guidance. They wanted to begin hiring SDRs, but didn’t have the necessary structure and systems in place to ensure the new SDRs would be successful.

Our Solution

Our Outbound Success Plus coaching service was the best fit to help Brad build FormPiper’s SDR program. This service included management advice on how to build internal sales development functions, as well as coaching to ensure reps are achieving their full potential. Our team met with FormPiper for weekly coaching sessions, strategy development, and management updates.

Brad hired three SDRs and we worked one-on-one with each rep to review their progress each week and ramp them up. Our coaches also worked offline, researching and prepping to build out FormPiper’s new playbook.

Our team built out more than five sequences for FormPiper, including some cold outbound and some “mid-bound” for live events and webinar attendees. We helped them stay organized and coached them through how to know when to keep going and when to give up.

We also built a call flow and practiced role plays with SDRs. During role plays, we shifted the focus from booking a demo to digging for pain points. This technique resulted in a much higher show rate. Implementing our tech stack recommendations (namely, Chilipiper) also improved the show rate.

Our coaching team created an SDR playbook complete with foundations, sequences and messaging, call maps, resources for objection handling, and more. Having this playbook established with solid processes in place will make it easier for FormPiper to scale its SDR program as the company grows.

The Result

“We started with coaching about six months ago and have seen nothing but success,” Brad says. After implementing the playbook from Predictable Revenue, the SDR team has had immense success with cold calling. “Our SDRs book on average 30 plus demos per month. The weekly meeting and support we received to build out all of our playbooks was fantastic.”

FormPiper’s newest SDR hire was making calls in three days, ramped in under a month, and became a top performer in under two months in terms of show rate and demos booked.
In their second month, the new SDR booked 48 demos with a 58% show rate, up from the previous average of 30 demos per month. Brad attributes this success to the strong habits established in FormPiper’s new playbook.

Conclusion

Our team provided support and accountability to help FormPiper grow its SDR program and establish strong foundations. The playbook built by our coaching team has improved their cold call process and allowed for quick training of new SDRs. These strong foundations have helped FormPiper’s SDRs hit and exceed their targets.

Brad wanted to throw fuel on the fire without worrying about management, overhead, or office space. He decided the best way to ensure FormPiper’s growth was to move forward with fully managed SDR services. In the future, Predictable Revenue will handle FormPiper’s prospecting in the hopes of converting all of their SDRs into AEs.

Outsourcing with Predictable Revenue’s SDR Pods has also freed up time for Brad to focus more on the AE and CSM departments of the business. “We look forward to seeing what will happen now that Predictable Revenue is handling the entire process.”

demos booked from

30 to 48
per month

newest SDR

ramped in under a month &
making calls in three days

Prefer a PDF Version?

Lets Chat!