Background: NetSPI, the leader in proactive security, faced the industry-wide challenge of reaching decision-makers resistant to cold outreach due to phishing concerns and other communication barriers. With a sales team comprising 29 U.S.-based SDRs, in the office, efficiency and effectiveness in prospecting were crucial.
Challenges: Cumbersome dialing processes and bad decision-maker connect rates
- SDRs dealt with cumbersome manual dialing processes, wasting time on non-value-added tasks.
- Decision-maker connect rates were low, particularly with prospects hesitant to pick up unknown calls.
- List-building inefficiencies and inconsistent data quality led to a high rate of unproductive conversations.
Solution: Streamlining workflows with Orum
NetSPI adopted Orum’s AI-powered dialer to enhance productivity and streamline workflows. After initially rolling it out to a portion of the team, the company expanded its use of Orum across all SDRs.
Key features that stood out for the team included:
- Boost Connect: Proactively identified the optimal phone number for higher connection rates.
- Automation: Eliminated repetitive tasks like manually logging calls, saving over an hour of work daily per SDR.
- Insightful Analytics: Provided actionable data to optimize call times and refine list-building strategies.
Pipeline growth and automated processes
After fully implementing Orum, NetSPI saw remarkable improvements:
- A 27% increase in weekly booked meetings within six months, rising from 56 in Q2 to 71 in Q4.
- Enhanced connect rates due to better-targeted calls and dialing mobile numbers more effectively.
- Streamlined processes saved SDRs significant time, allowing for more strategic prospecting efforts.
Lessons Learned: Johnny emphasized the importance of proper enablement for success: “Orum works best when reps are enabled properly. The results spoke for themselves once we paired your team’s support with more focused management on our end.”
Looking Ahead: NetSPI plans to continue leveraging Orum as an important part of its sales strategy. Additional enablement sessions and data-driven decision-making will help drive even greater success in the future.
Why Orum? When asked if he’d recommend Orum, Johnny didn’t hesitate:
“Absolutely. Orum boosts productivity, saves time, and ultimately leads to more pipeline.”