2 Extended SDR Teams deliver 50+ SQLs for IT staffing agency within 6 months

Canadian national IT consulting & services provider backed by an international world-wide known brand, with over 20 years of industry experience. They’re offering managed technology solutions, as well as cloud development & infrastructure, cybersecurity, strategic consulting and more.

Our client had a long lasting and proven track record of moderate success locally in Canada. However, after being acquired by an international widely known brand the company was under pressure to accelerate its growth and start generating profit amidst a general slowdown in their niche.

In our case, challenges were remedied by resources available for our campaigns. Luckily, client had enough budget to invest in 2 extended teams, as well as a dedicated cold caller. This allowed us to start with high-scale outreach. Thus, probing through various sub niches, target personas, and company types. This allowed us to generate a relatively modest result in terms of appointments during the first quarter (around 8000 leads reached, 15 SQLs) but more importantly - to calibrate our process and achieve way better result of 25+ SQLs delivered by processing around 9000 prospects during the second quarter of our partnership.

Leveraging multi-channel outreach, as well as additional flexibility and personalization allowed by having 2 SDRs on the team - we were able to establish strict SLAs (response processing time ±15 min) and ensure proper conversions.

As we were approaching corporate to enterprise companies, deliverability as well as overall quality level and consistency played an important part and this process was aided by our IT & Deliverability specialist. As always, it took a while to get a hold of decision makers within a large organization, but we were able to finally start generating those conversations by month 3-4 of our partnership.