How Aveva added 20% more enterprise pipeline in 8 weeks
How Aveva added 20% more enterprise pipeline in 8 weeks
"We just introduced outbound to our global SDR team and needed to uplevel them with the skills to hit their quotas"
Adina Apachitei
Director of Business Development @ Aveva
About Adina
Adina is an experienced Global Business Development Leader and has run teams in the SMB, Mid-Market and Enterprise segments across EMEA, Americas & APJ.
Adina is an experienced Global Business Development Leader and has run teams in the SMB, Mid-Market and Enterprise segments across EMEA, Americas & APJ.
Adina is an experienced Global Business Development Leader and has run teams in the SMB, Mid-Market and Enterprise segments across EMEA, Americas & APJ.
Adina is an experienced Global Business Development Leader and has run teams in the SMB, Mid-Market and Enterprise segments across EMEA, Americas & APJ.
Why they came
Running a business development team across 3 continents, 10+ regions with over 150+ products in their solution in Mid-Market & Enterprise is a complex and demanding challenge. Coupling that with the need to ramp the entire global team on outbound prospecting and the process can be really complex. In 2024 the existing team was struggling to consistently produce outbound pipeline coverage as the business focused on growing its outbound sales motions so the AE team had a chance of hitting their revenue targets going into 2025. At the end of Q2 we had a much lower % of the reps that had hit quota than expected, the response rates on email weren’t sufficient and cold calling wasn’t producing the results we needed. Confidence across the team was low and we didn’t feel like we had the right frameworks and structure in place to really kick on and create a sustainable global outbound sales development motion as quickly as we’d like.
We had an established team in place who has been successful with inbound for a long time and we wanted to invest in them to give them the outbound skills they needed to be successful. We could have done this ourselves but we felt it was important to bring in external expertise to speed up the entire process. This meant I could focus on other key projects and infrastructure to support the team whilst feeling they were in safe hands with Chris.
Running a business development team across 3 continents, 10+ regions with over 150+ products in their solution in Mid-Market & Enterprise is a complex and demanding challenge. Coupling that with the need to ramp the entire global team on outbound prospecting and the process can be really complex. In 2024 the existing team was struggling to consistently produce outbound pipeline coverage as the business focused on growing its outbound sales motions so the AE team had a chance of hitting their revenue targets going into 2025. At the end of Q2 we had a much lower % of the reps that had hit quota than expected, the response rates on email weren’t sufficient and cold calling wasn’t producing the results we needed. Confidence across the team was low and we didn’t feel like we had the right frameworks and structure in place to really kick on and create a sustainable global outbound sales development motion as quickly as we’d like.
We had an established team in place who has been successful with inbound for a long time and we wanted to invest in them to give them the outbound skills they needed to be successful. We could have done this ourselves but we felt it was important to bring in external expertise to speed up the entire process. This meant I could focus on other key projects and infrastructure to support the team whilst feeling they were in safe hands with Chris.
Running a business development team across 3 continents, 10+ regions with over 150+ products in their solution in Mid-Market & Enterprise is a complex and demanding challenge. Coupling that with the need to ramp the entire global team on outbound prospecting and the process can be really complex. In 2024 the existing team was struggling to consistently produce outbound pipeline coverage as the business focused on growing its outbound sales motions so the AE team had a chance of hitting their revenue targets going into 2025. At the end of Q2 we had a much lower % of the reps that had hit quota than expected, the response rates on email weren’t sufficient and cold calling wasn’t producing the results we needed. Confidence across the team was low and we didn’t feel like we had the right frameworks and structure in place to really kick on and create a sustainable global outbound sales development motion as quickly as we’d like.
We had an established team in place who has been successful with inbound for a long time and we wanted to invest in them to give them the outbound skills they needed to be successful. We could have done this ourselves but we felt it was important to bring in external expertise to speed up the entire process. This meant I could focus on other key projects and infrastructure to support the team whilst feeling they were in safe hands with Chris.
Running a business development team across 3 continents, 10+ regions with over 150+ products in their solution in Mid-Market & Enterprise is a complex and demanding challenge. Coupling that with the need to ramp the entire global team on outbound prospecting and the process can be really complex. In 2024 the existing team was struggling to consistently produce outbound pipeline coverage as the business focused on growing its outbound sales motions so the AE team had a chance of hitting their revenue targets going into 2025. At the end of Q2 we had a much lower % of the reps that had hit quota than expected, the response rates on email weren’t sufficient and cold calling wasn’t producing the results we needed. Confidence across the team was low and we didn’t feel like we had the right frameworks and structure in place to really kick on and create a sustainable global outbound sales development motion as quickly as we’d like.
We had an established team in place who has been successful with inbound for a long time and we wanted to invest in them to give them the outbound skills they needed to be successful. We could have done this ourselves but we felt it was important to bring in external expertise to speed up the entire process. This meant I could focus on other key projects and infrastructure to support the team whilst feeling they were in safe hands with Chris.
Why they left happy, in Adinas words…
"SDRs and leaders all really enjoyed working with Chris. Hi ability to understand the level each individual was at with their skill set and identify gaps was just what we needed. Naturally, our team were skeptical about an external trainer but Chris gives everyone the golden glove treatment even offering 1:1 support throughout to help low performers catch-up as well as high achievers accelerate. Not only did he help the team achieve an increase of 20% in qualified pipeline across the globe in just 8 weeks the increase in pipeline wasn’t a one off and has remained consistently higher since the programme. The learnings weren’t a one off experience the reps forget quickly, we found they retained the knowledge and could see clear evidence of the skills they learned improving their results in the day to day. This has led to millions in qualified pipeline and revenue as we are working in an upmarket environment. We loved his bespoke approach to training and I recommend him to everyone who is looking to take their outbound pipeline generation motion to the next level."
"SDRs and leaders all really enjoyed working with Chris. Hi ability to understand the level each individual was at with their skill set and identify gaps was just what we needed. Naturally, our team were skeptical about an external trainer but Chris gives everyone the golden glove treatment even offering 1:1 support throughout to help low performers catch-up as well as high achievers accelerate. Not only did he help the team achieve an increase of 20% in qualified pipeline across the globe in just 8 weeks the increase in pipeline wasn’t a one off and has remained consistently higher since the programme. The learnings weren’t a one off experience the reps forget quickly, we found they retained the knowledge and could see clear evidence of the skills they learned improving their results in the day to day. This has led to millions in qualified pipeline and revenue as we are working in an upmarket environment. We loved his bespoke approach to training and I recommend him to everyone who is looking to take their outbound pipeline generation motion to the next level."
"SDRs and leaders all really enjoyed working with Chris. Hi ability to understand the level each individual was at with their skill set and identify gaps was just what we needed. Naturally, our team were skeptical about an external trainer but Chris gives everyone the golden glove treatment even offering 1:1 support throughout to help low performers catch-up as well as high achievers accelerate. Not only did he help the team achieve an increase of 20% in qualified pipeline across the globe in just 8 weeks the increase in pipeline wasn’t a one off and has remained consistently higher since the programme. The learnings weren’t a one off experience the reps forget quickly, we found they retained the knowledge and could see clear evidence of the skills they learned improving their results in the day to day. This has led to millions in qualified pipeline and revenue as we are working in an upmarket environment. We loved his bespoke approach to training and I recommend him to everyone who is looking to take their outbound pipeline generation motion to the next level."
"SDRs and leaders all really enjoyed working with Chris. Hi ability to understand the level each individual was at with their skill set and identify gaps was just what we needed. Naturally, our team were skeptical about an external trainer but Chris gives everyone the golden glove treatment even offering 1:1 support throughout to help low performers catch-up as well as high achievers accelerate. Not only did he help the team achieve an increase of 20% in qualified pipeline across the globe in just 8 weeks the increase in pipeline wasn’t a one off and has remained consistently higher since the programme. The learnings weren’t a one off experience the reps forget quickly, we found they retained the knowledge and could see clear evidence of the skills they learned improving their results in the day to day. This has led to millions in qualified pipeline and revenue as we are working in an upmarket environment. We loved his bespoke approach to training and I recommend him to everyone who is looking to take their outbound pipeline generation motion to the next level."
Some results we’re proud of…
Reps started booking multi-stakeholder face to face meetings that has led to $Ms in qualified pipeline and revenue
Reps began sourcing 7-figure opportunities, one led to a $2.6M deal
Reported a 20% increase in qualified outbound pipeline in just 8 weeks
6 months later, qualified pipeline has remained >20% higher than it was before the programme started
The team have booked 3x more meeting from Cold Calls compared to before the programme started
Reps started booking multi-stakeholder face to face meetings that has led to $Ms in qualified pipeline and revenue
Reps began sourcing 7-figure opportunities, one led to a $2.6M deal
Reported a 20% increase in qualified outbound pipeline in just 8 weeks
6 months later, qualified pipeline has remained >20% higher than it was before the programme started
The team have booked 3x more meeting from Cold Calls compared to before the programme started
Reps started booking multi-stakeholder face to face meetings that has led to $Ms in qualified pipeline and revenue
Reps began sourcing 7-figure opportunities, one led to a $2.6M deal
Reported a 20% increase in qualified outbound pipeline in just 8 weeks
6 months later, qualified pipeline has remained >20% higher than it was before the programme started
The team have booked 3x more meeting from Cold Calls compared to before the programme started
Reps started booking multi-stakeholder face to face meetings that has led to $Ms in qualified pipeline and revenue
Reps began sourcing 7-figure opportunities, one led to a $2.6M deal
Reported a 20% increase in qualified outbound pipeline in just 8 weeks
6 months later, qualified pipeline has remained >20% higher than it was before the programme started
The team have booked 3x more meeting from Cold Calls compared to before the programme started
This is cool. I need more outbound pipeline too
Adina Apachitei
Director of Business Development @ Aveva
© 2024 Chris Ritson. All right reserved.
© 2024 Chris Ritson. All right reserved.