Industry › B2B SaaS
Ambitious worlwide growth
The Challenge
Telesign was at the forefront of building SDR programs, and had excellent success building an SDR centric sales team to sell their customer identity and engagement tools, but didn’t have the luxury of an existing SDR solution as it wasn’t yet commonplace in SaaS Sales. An ambitious 2x year-over-year revenue growth plan meant expanding its services across the globe, and required building out a SDR team that could scale to cover geographies all across the world in a multitude of languages and support that growth. Telesign trusted Sales Clover’s expertise in building and scaling outsourced sales teams.
Expanding to a multilingual global coverage
The 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 Sales Development Representatives, covering a multitude of languages across the APAC, LATAM, and EMEA markets. These teams became 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.
Team Built
SDR Managers
SDRs
MRAs
“The business development team that they 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
Sr. Director of EMEA Strategic Accounts, Saas
A repeteable source of pipeline that drove growth
The 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.
ARR Growth
Meetings
Annual Recurring Revenue
ROI per SDR
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