Telesign

SALES TEAM BUILDING CASE STUDY

Telesign had excellent success building an SDR centric sales team to sell their customer identity and engagement tools. Read the case study to see how they did it. 

Team Built
SDR Managers: 8
SDRs: 70+
MRAs: 50+

Challenge

Telesigns Founder was at the forefront of building SDR programs but didn't have the luxury of an existing SDR solution as it wasn't yet commonplace in Saas Sales. TeleSign’s first SDR in 2010, Matt Sopiars (who would go on to be the Sales Clover founder) was tasked with building out a SDR team that could cover geographies all across the world and support 2x revenue growth plans year-over year.

Solution

As the company scaled up its sales team, the strategy was to put in place a comprehensive market development program with over 70+ Market Researchers and SDR’s at its peak, covering APAC, LATAM, and EMEA. These teams were the core source of pipeline generation for Telesign. The Market Research team was responsible for TeleSign’s first Ideal Customer Profile and Total Addressable Market reporting, which drove critical decisions for investment into new markets. 

Results

TeleSign went from $2m ARR to $100M+ in ARR in less than 8 years, including an APAC focused team that created a $20M+ ARR in the Chinese market for TeleSign’s international sales unit. Building a successful sales team helped fuel a $300M acquisition by the Belgium telecom BICS. These results laid the foundation for everything we do at Sales Clover today. 

Key Metrics

2000+ Meetings

$2M ARR to $100M

13x ROI per SDR

From The Client

“The business development team Matt built was a repeatable source of pipeline for our EMEA sales team. Their systematic and research-based approach to penetrating enterprise accounts resulted in high-quality conversations with executives at companies like Barclays, Lloyds, Spotify, and Klarna. Most importantly, the SDR meetings converted to deals to help us consistently hit our revenue targets.”

- Kieran Brophy, Senior Director of EMEA Strategic Accounts