Client Info:
A-LIGN is an end-to-end IT auditing and cybersecurity firm that certifies SOC, ISO, PenTesting, FedRAMP and all major IT frameworks in the market with their compliance management platform. As a licensed CPA firm, accredited FedRAMP and CMMC 3PAO, A-LIGN has provided more than 3,300 global organizations (small to enterprise businesses) from readiness to report for over 20 years.
Problems:
A-LIGN sought help in developing a successful BDR team after previous attempts failed due to a lack of proper tools, management, and metrics. They had an influx of inbound leads but struggled with organization and timely responses. They also needed assistance in training their outbound efforts and generating self-led opportunities.
Solutions:
SEG underwent an intensive training process to fully understand A-LIGN's market value and competitive advantages. Role plays, call reviews, and scripting with SEG allowed the reps to hit the ground running within 3 weeks. We started with 3 outsourced BDR’s and quickly added another 6 to the team after closing $2.2M in revenue within the first year. In SEG's second year with A-LIGN, our BDR meetings accounted for $6.8M in revenue.
At a Glance
Challenges
- Building an in-house sales team from the ground up
- Organizing and qualifying inbound lead process for sales reps
- Creating an outbound and expansion team to increase net new and reoccurring revenue
Results
- $14.5M in closed won revenue
- Quickly ramping up from 3 BDRs to 20 reps total by SEG's third year
- 75% of BDRs brought in-house
Results:
15 BDRs Brought In-House
Over half of the BDRs were given offers to A-LIGN and transitioned over as full-time employees in under a year.
Self-Generating Revenue Engine
SEGs BDR model provided A-LIGN the structure needed to rapidly fill their sales pipeline with qualified opportunities.
“The speed-to-results with SEG is what sold us. I can't say enough about their recruiting engine - our top sales reps have come from SEG's farm system model." - Jason Torgler, CRO
