Sumo Logic’s transformational outbound growth with Orum
When Nirvanna Lildharrie stepped into her role as SDR Manager at Sumo Logic, she inherited a team already using Orum. The decision to adopt an AI dialing solution had been made before she joined, but what she did next transformed how her team approached cold calling, coaching, and growth.
“Our reps were spending so much time prepping for every call,” Nirvanna explained. “They would do endless pre-call research for every prospect. But even with the connect rates we see with Orum, you will only speak with a percentage of those total dials. That waste of time can be demoralizing.”
Sumo Logic needed a better way to drive call efficiency and develop seller confidence. And Nirvanna needed a platform that could support hands-on coaching, faster ramp time, and scalable performance tracking.
💡 The Orum Difference: more than just speed
“With Orum, we’re getting more connects, more conversations, and more momentum.”
What stood out to Nirvanna wasn’t just the volume of conversations—it was what the increased call flow enabled from a coaching perspective.
“With Orum, you don’t have time to prep for each call. That means our reps had to get nimble—fast. And that gave us the chance to coach them into stronger sellers.”
This shift sparked a complete revamp of their training and onboarding. “We rolled out a new pitch that allows reps to pivot more easily. They had to really know the product and understand the value prop because they never know who’s going to pick up the phone next.”
🎯 Coaching with Intent: Listening to Every Call
Nirvanna brought a former AE’s mindset to her SDR team. “I spent most of my career as an AE, and I used conversation intelligence to coach myself. So when I saw Orum’s call recordings and objection analytics, I thought—this is how I’m going to help my team get better.”
And she meant it. “I listen to every call. Every single one. It’s time-consuming, but it’s how I understand what’s working, where they’re getting stuck, and how I can help.”
When coaching, she doesn’t just review performance—she recreates the moment.
“I’ll copy the transcript and mock call it live. I’ll say, ‘Okay, same persona—try again. Take another path.’ That kind of coaching sticks.”
🔍 Objection Handling: Past the Brush-Offs
Selling Sumo Logic’s platform comes with complexity. “We remove silos across cross-functional teams, so it’s not always obvious who the right person is,” Nirvanna said.
That leads to one major objection: “You’ve got the wrong person.”
“It’s the most common one we get,” she explained. “So I coach reps on how to narrow down who they’re speaking to, and ask smarter questions to figure out who actually has the pain. Sometimes the person on the phone is the right person—they just don’t realize it yet.”
By using Orum’s Analytics dashboard, managers like Nirvanna can easily identify the most common objections and whether or not reps are overcoming them. This leads to smarter, more efficient coaching.
📊 Data-Driven Performance Coaching
While Nirvanna is deeply hands-on, she also leans on Orum’s performance analytics daily.
“I look at who’s having ‘green days’—hitting their daily benchmarks—and who’s not. Then I show them their call trends. One rep might look like a roller coaster, while a top performer’s chart looks flat and consistent. That visual clicks for people.”
She also uses Orum to diagnose deeper pipeline problems.
“Some reps weren’t getting connects, and I realized—they were calling the same people repeatedly. Others were outperforming because they worked nearly double the number of accounts.”
That insight helped her coach around smarter prospecting strategy. “Sometimes, you need to go wider, not deeper. Other times, it’s deeper, not wider. Orum gives me the data to know which lever to pull.”
💬 1:1s That Change Behavior
Every 1:1 with Nirvanna is grounded in real conversations.
“We sit down and listen to their calls together. I’ll say, ‘Did you catch what they said right here? Why do you think they said that?’ Or, ‘You missed this buying signal—how can you spot that next time?’”
She doesn’t just give feedback—she helps reps build instincts. “These aren’t just check-ins. They’re working sessions. We’re sharpening how they think.”
📈 Faster Ramp, Stronger Reps
In her first quarter, Nirvanna hired five brand-new SDRs—all with phone experience but brand new to the industry. Orum helped them ramp faster than expected.
“Because we’re getting more connects, they’re getting more at-bats. That’s how you build confidence. It’s how you shorten ramp time. And it’s how you turn cold call reluctance into real momentum.”
Nirvanna uses Orum analytics to generate both a calling and a coaching culture.
“With Orum, we’re not just dialing more. We’re developing better reps. They’re confident. They’re resourceful. They’re learning how to sell, not just follow a script.”
When asked for any advice she would give to new managers stepping into the SDR leadership role for the first time, Nirvana shared how vital Orum has been.
“Orum gives you everything you need—volume, data, and visibility. But it’s what you do with it that counts. For us, it’s become the foundation of building a winning team.”
Want to see how Orum can transform your team into confident, high-performing sellers?
Let’s talk.
