RS Industria case study: £700k pipeline from an outsourced SDR team
durhamlane’s outsourced SDR team generated 140 sales-qualified leads and more than £700,000 in estimated pipeline for RS Industria, a cloud-based Industrial IoT start-up within the global RS Group. Two dedicated SDRs deliver an average of eight qualified opportunities a month, without the recruitment, training and ramp-up costs of building a team in-house.
RS Industria is a cloud-based IIoT start-up that recently emerged as part of the global RS Group, bringing an innovative solution to monitor, connect and improve manufacturing operations.
SERVICES
Entering a competitive market, RS Industria needed to establish its presence quickly. When the company reviewed its outbound strategy, the risks of managing an internal team of Sales Development Representatives stood out: the hidden costs of recruiting, training and retaining employees, roughly three months of training and ramp-up before a new team delivers, and the threat employee turnover poses to a consistent growth plan.
SDR outsourcing means engaging a partner to provide trained, experienced sales development representatives who prospect on your behalf, productive from week one and with recruitment, management and retention handled for you. For a start-up with an aggressive growth strategy and no time to ramp, it was the obvious route.
durhamlane provided RS Industria with a team of expert SDRs, selected for their experience in the exact markets RS Industria wanted to target: food and beverage manufacturing, logistics and printing.
Working closely with key stakeholders, the team was rapidly upskilled on the value proposition and the ICPs the company was targeting. We then ran a multichannel outbound sales approach with fresh tactics and new messaging, speaking directly to the common pains of RS Industria’s target market.
That early success has helped the partnership grow, and support has since been extended to other segments and solutions within the RS Group.
“Working with durhamlane allowed us to rapidly scale our business development resource for a proposition at the very start of its lifecycle. Working directly with the sales execs and with our customer success team at durhamlane, we quickly identified issues with the articulation of the proposition and were able to make changes to improve customer engagement. We see durhamlane as very much an extension of our sales team and they professionally present themselves as part of the wider RS team.”
Richard Jeffers
Founder & Managing Director, RS Industria
The outcome: £700,000 pipeline from an average of 8 opportunities a month
140
sales-qualified leads (SQL)
8
opportunities per month on average
£700,000
estimated pipeline value
Within 15 months, durhamlane has generated 140 sales-qualified opportunities for RS Industria, worth more than £700,000 in pipeline. Two full-time SDRs, fully dedicated to the project, continue to deliver an average of eight highly qualified new business opportunities every month, a consistent engine the company never had to recruit, train or backfill.
Let’s talk about your B2B sales challenges. Book a meeting with durhamlane.
We’re always open to hearing from ambitious organisations that are looking to scale but are unsure how. Get in touch to see how we can help overcome your sales challenges.
More case studies
-
Delivering 2559% ROI from Hybrid Sales in HealthcareProving the impact of hybrid selling and accelerating pipeline growth for Siemens Healthineers in the U.S. healthcare market.
-
Generating 890 Qualified Opportunities in the Energy SectorCentrica overcame market challenges with a consultative, creative approach, leveraging data and trends to support prospects.
-
199 SQLs and $1.82M Pipeline for a Manufacturing GiantDeveloping marketing to sales conversion and a sustainable pipeline for manufacturing giant, Fluke Corporation.
