How Sales Science Replaced an Internal SDR Team and Generated More Consistent Results
MailManager is a SaaS company owned by IdeaGen - a UK based private equity firm. They develop an email compliance and productivity product for the architecture, engineering and construction sector.
The Results:
- Over 250 meetings scheduled with ICP accounts in the first 16 months
- Doubled the productivity of their inhouse team in the region
- 17% conversion rate from connect to meeting booked
Starting Point:
MailManager had a two person internal SDR team based in APAC. Due to changes made by their parent company they were forced to close their APAC office. Hesitant to manage a remote SDR function, they decided to go with Sales Science instead of internal resources.
What we did:
Implemented our process…
- Built the market map for AUS and NZ
- Developed problem centric messaging that took prospects from “who are you” to “let’s meet”
- Executed the outbound activity across phone, linkedin and email
- Made adjustments to targeting and messaging based on what the data told us.
Highlights:
250+ meetings booked in 16 months
$2,150,000 in pipeline generated for $240,000 in spend
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