Background: Punch! is a B2B sales agency that specializes in human-powered, tech-enabled sales development. They assist ambitious B2B brands from industries including SaaS, professional services, healthcare, IT services, and data & analytics. Their scalable, repeatable processes help close more deals through services such as sales development, appointment setting, lead generation, and account-based sales development.
They have been in business for 10 years, generating nearly $1B in pipeline for their customers over the past 12 months, with an average return on investment (ROI) of 12.
Challenges: Replicating High-Energy Sales Floors Remotely
When Punch! transitioned to a fully remote workforce during the COVID-19 pandemic, it quickly encountered productivity challenges, especially in replicating the high-energy sales floor experience crucial for outbound SDR success. Their previous dialing solution, Aircall, involved manual dialing, significantly slowing down outbound activity and preventing reps from maximizing productivity.
Additionally, new reps faced extended ramp periods due to limited access to real-time peer learning and immediate feedback loops that were naturally available in an office environment. These combined factors began impacting Punch!'s ability to quickly deliver tangible outcomes to its clients.
Solution: Leveraging Orum’s Advanced Dialing and Collaboration Features
Punch! conducted an extensive evaluation of various sales dialer platforms, ultimately selecting Orum for its robust calling capabilities, simple user interface, and increased conversations they experienced during the pilot.
Orum’s parallel dialing feature, coupled with Boost Connect, allowed Punch!'s SDRs to drastically increase outbound call volume, reducing idle time and significantly enhancing daily productivity.
Furthermore, Orum's virtual Salesfloor successfully recreated the energy and camaraderie of their in-office environment, allowing SDR pods to engage in real-time collaboration and instant call feedback.
This facilitated quicker adjustments to outbound strategies, messaging optimizations, and improved overall team morale and peer-to-peer coaching.
Results and Impact: Tripling Productivity and Accelerating Ramp Time
Within just three months of implementing Orum, Punch! experienced exceptional improvements in performance. Several SDRs saw their monthly meetings booked soar from an average of 10-14 meetings to consistently achieving 25+ meetings, effectively tripling their pipeline.
Reps experienced heightened morale and collaborative energy due to Orum's virtual sales floor. This environment recreated the infectious energy of in-person sales floors, leading to more conversations and higher productivity.
Moreover, new SDR ramp times were cut in half, prompting Punch! to revise their playbooks and KPIs to set higher performance expectations right from the start.
"We've completely re-examined our playbooks and KPIs. Ramp expectations are higher because reps can achieve much more, much faster with Orum,” Chris said.
Overall, Orum significantly accelerated Punch!'s capacity to deliver impactful outcomes swiftly, demonstrating clear and measurable ROI to their clients.