Client Info:
A pioneer of video personalization, SundaySky helps companies of all sizes use video for personalized experiences and transformational customer engagement.
Challenges:
As part of a major strategy shift, SundaySky transitioned its GTM approach to a high-velocity demand generation program. Previous attempts to build and manage an in-house BDR team saw limited results. SundaySky needed a partner to train and manage inside sales reps on how to set qualified meetings with high-level marketing personas. Discovering the right way to deliver succinct messaging over the phone, Linkedln, video, and emails also became a major need to drive revenue growth.
In addition, they needed to build qualified pipeline value in a tight timeline to prove value. Recruiting, training, and managing a new BDR team was going to be a big lift for the existing team.
Solutions:
SEG underwent an intensive training process to fully understand SundaySky's market value and competitive advantages. Role plays, call reviews, and scripting with SEG allowed the reps to hit the ground running as SundaySky Video Advisors within 6 weeks. We started with 3 outsourced BDR’s and quickly added another to the team after continued success. In SEG's first year with SundaySky, our BDR meetings accounted for $1.3 million in revenue (landing major retailers as customers) and generated 50% of all new opportunities.
Results:
- The SEG team delivered $36K in annual HR cost savings per BDR hired by SEG.
- A 4X return on investment when you look at the program cost and the results delivered.
- Forty-seven percent of the new deals and $1.3 million in new revenue came from the SEG BDR team.
In Their Own Words:
Mastering the fundamentals
“SEG is head and shoulders above any of the other outsourced BDR partners. They do a much better job than we could in-house at the key functions that are required to successfully execute a BDR function.”
Flexible and scalable
“We have a lot of flexibility around hiring and expanding the team, which we've done. The SEG model is like an accordion, you can throttle up and back, as much as you want, whenever you want.”
“We look at SEG as an extension of SundaySky. The BDR team will be the driving force behind SundaySky’s success.” Dan Sylvester, VP of Sales