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How We Balanced Too Many Leads to 50/50 Inbound-Outbound in 1 Quarter with Welcome's Co-founder and President

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How We Balanced Too Many Leads to 50/50 Inbound-Outbound in 1 Quarter with Welcome's Co-founder and President

  1. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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.

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