We helped our client build an outbound motion from scratch leveraging our 10 key revops components for outbound success, leading to a 85% increase in pipeline.
Our client, a fast-growing company with a strong inbound motion, was looking to launch an outbound SDR team for the first time. While their marketing funnel was generating consistent inbound leads, they had no established processes, systems, or data infrastructure in place to support outbound prospecting.
Some of the key challenges included:
Ultimately, they needed a strategic RevOps and GTM partner to not only configure their systems but also help them build a repeatable, data-driven outbound engine from scratch.
We partnered with our client's revenue leader to architect their entire outbound motion. This started with sharing our 10 Key RevOps Components for a Successful Outbound Strategy (see high level overview below) and running a gap analysis.
Based on our evaluation, we focussed on implementing the following tracks:
|
Track |
Description |
|
Integration Setup |
Ensured all systems are integrated, deduplicate records, and use Salesforce as the source of truth. Reconfigured the Outreach <> Salesforce integration to ensure clean data flow |
|
Establish Ramp Plan & Performance Management |
Created Ramp plan and equip management with tools & reporting to effectively performance manage reps. |
|
Workflow |
Created a workflow that assigns qualified leads to the appropriate sequence automatically and/or efficiently. Automated contact and account status tracking to support scalable workflows |
|
Sequence Categorization |
Organized sequences by segmentation, implemented A/B testing, and categorized by teams and stages. |
|
Email Warming |
Gradually increased email volume to build a positive sender reputation and avoid spam filters. |
|
Automate Prospecting Scraping |
Scraped and enriched prospect lists via ZoomInfo, filtering for ICP-fit accounts only |
|
Account Prioritization. |
Designed a robust account tiering system to guide prioritization. Using SIC and NAICS codes, we segmented and targeted high-fit accounts, then created automated outbound plays. A key trigger included auto-calling prospects who opened an email 3+ times - turning passive engagement into proactive follow-up. |
|
Outreach Structure |
Categorized leads into stages (Not Working, Working, Engaged, Responded, Demo Booked) to prioritize effectively. |
|
Implement Parallel Dialers |
Increased call volume and efficiency with parallel dialers, integrated with your CRM, and train the sales team. Fixed caller ID issues to prevent calls from flagging as spam |
|
Build Reporting |
Set up dashboards and reports to track key performance indicators and analyze outreach effectiveness. Including building a data-backed view of how many accounts and contacts reps could effectively work at once |
|
Account for Tech Stack Gaps |
Identified and addressed technology deficiencies to ensure seamless tool integration. We also leveraged their existing Unify license to warm additional mailboxes and scale outbound emails. |
The impact of outbound SDRs is especially clear when comparing year-over-year performance to account for seasonality.
In January 2024, the AE team generated 28 SALs. Compared to 2025, that number had nearly doubled to 55 with the new support from the SDR team. February saw a similar increase, from 42 SALs in 2024 to 75 in 2025.
The addition of SDRs has played a key role in driving an 85% increase in SALs over the first two months of the year.
In just 2 months, our client has already seen a $138K increase in revenue directly sourced by the newly built SDR team, validating both the quality and momentum of the outbound motion.
Request a free consultation to see how we can help you drive more pipeline.