Building an outbound pipeline that turns into tangible opportunities and revenue is not an easy task. When I joined Pawapay the existing team was struggling to consistently produce 3.5x pipeline coverage to give our AE team a chance of hitting their revenue targets. We also had new SDRs and AEs who needed to ramp-up and produce results quickly. Our response rates on email were the lowest they’d ever been and our phone conversations weren’t producing the volume of meetings we needed.   

At a venture backed, growth company like ours—where we’re still figuring out our ICP and messaging whilst keeping up with the market I could either spend 10+ hours a week training the reps and building the playbooks myself or I could bring in external expertise and support to do it for me. It’s a waste of time in terms of efficiency to do it myself, and it gets in the way of other important projects like improving overall revenue returns for the business. A CROs job isn’t to train the reps, it’s to find the best person to do it for them. That’s where Chris came in.