The in-house SDR team needed extra capacity to reach its growth targets.
CLIENT RESULT / eLearning and B2B SaaS
A targeted enterprise campaign reached senior L&D buyers inside 10,000-plus employee companies.
SalesSourcers complemented an existing SDR team with a more selective account strategy focused on organisational change, senior decision-makers and enterprise value.
INDUSTRYeLearning and B2B SaaS
HEADQUARTERSRotterdam, Netherlands
COMPANY SIZE201-500 employees
WEBSITEeasygenerator.com ->
enterprise meetings12
reported revenue$38K
employee companies10K+
buyer seniorityC-suite + VP
Results reflect the campaign records and client materials supplied to SalesSourcers.
THE COMMERCIAL SITUATION
The internal team was busy, but its growth targets needed more senior enterprise conversations.
Mass prospecting generated volume without enough senior opportunities. Easygenerator needed a more precise way to identify large organisations undergoing changes that made learning and development a current priority.
Broad prospecting was not consistently reaching enterprise-level opportunities.
The campaign had to identify senior L&D decision-makers inside complex organisations.
THE CAMPAIGN DESIGN
Prioritise organisational change as the reason to approach an enterprise account.
Before outreach
How the market was prioritised.
- 01
Signals used
Mass hiring, leadership change, restructuring, L&D investment, enterprise growth and large teams needing faster knowledge transfer.
- 02
Account logic
Select 10,000-plus employee organisations where organisational change made learning enablement a board-level operational problem.
- 03
Outreach angle
Give senior L&D and enablement buyers a reason to talk that is tied to change inside their organisation.
During the campaign
How the campaign was run.
- 04
Segment enterprise accounts
Prioritise organisations where the potential value justified a more researched approach.
- 05
Identify change signals
Use mass hiring, leadership changes and restructuring as indicators of a current L&D need.
- 06
Map senior stakeholders
Reach the executives and VPs responsible for learning, enablement and organisational capability.
- 07
Coordinate with the team
Run a separate enterprise campaign alongside the internal SDR team.
Want to see the signals and strategy for your business?
Book a strategy session ->
CAMPAIGN EVIDENCEThe campaign moved prospecting away from broad volume and toward senior conversations inside large organisations going through change.
THE COMMERCIAL IMPACT
Twelve well-chosen senior meetings contributed to more than $120K of open pipeline.
The campaign booked twelve C-suite and VP-level meetings at companies with more than 10,000 employees, contributing to more than $120K in open pipeline and $38K in reported revenue.
Meeting quality increased by concentrating on senior stakeholders inside very large companies.
Change signals created a stronger and more timely reason for enterprise outreach.
The external campaign added focused capacity without replacing the existing internal SDR function.
WHY IT WORKED
What turned activity into qualified pipeline.
Enterprise volume is different
A dozen relevant senior meetings can be more valuable than a much larger pool of junior conversations.
Use organisational context
Change inside the account made the outreach more credible and specific.
Work alongside the internal team
The campaign had its own enterprise focus alongside the internal team's broader activity.
IS THIS RELEVANT TO YOU?