How We Balanced Too Many Leads to 50/50 Inbound-Outbound in 1 Quarter with Welcome's Co-founder and President
1. Inbound to Outbound
How we balanced too many leads to 50/50
inbound/outbound in one quarter
Jerry Shen
President
Welcome
@bignoggins
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
2. Metrics that Matter
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
3. Getting Leads: The early days
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
4. March 8, 2020
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
5. November 18, 2020
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
6. Things were going well...
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
7. ...Too Well
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
8. Q2: Caught flat-flooted
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
9. - Build up BDR team
- Give AEs target accounts for outbound
- Stop marketing activities we couldn’t measure
What we did in Q3
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
10. - BDR team needed a LOT of structure and coaching
- Difficult to get AEs to do outbound (like pulling teeth)
- Marketing team was ill-equipped for growth marketing
Challenges
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
11. - Put Director of RevOps in charge of coaching BDRs
- Started measuring AE activity and highlighting wins
- Moved our CTO to the marketing team to provide engineering firepower
Adjustments
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
12. Results
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
13. 1. Understand how you are getting your leads
2. Start outbound motion early
3. Don’t work on marketing that isn’t measurable
My Top Takeaways
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
14. THANK YOU
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.