About Zscaler: Zscaler, a global leader in cloud security, runs a high-performing SDR organization with nearly 100 representatives worldwide. SDRs handle diverse tasks and leverage an extensive tech stack, so efficiency and scalability are critical for maintaining their edge in the competitive sales landscape.
The Challenge: Outdated tools and manual tasks limiting SDR performance
Zscaler’s SDR team relied on a complex sales tech stack, but outdated calling tools were slowing them down. SDRs were spending too much time on manual dialing, encountering invalid numbers, and getting stuck in outreach steps with overdue tasks.
With 70% of meetings sourced from outbound calls, the inefficiencies were more than just inconvenient—they were limiting growth.
“Cold calling is far from dead,” said Daniel Berardo, Sr. Manager, Global SDR Operations at Zscaler. “But outdated processes and tools made it harder for SDRs to focus on what they do best—creating value in conversations.”
Zscaler needed a solution that could streamline rep workflows, unlock more high-quality conversations, and scale globally, without disrupting what was already working.
The Solution: Optimizing SDR workflows
Zscaler turned to Orum to optimize their SDR workflow and remove the friction from dialing. Orum’s AI-powered platform eliminates wasted time spent on voicemails and bad numbers, enabling their SDRs to stay focused and confident throughout their day.
The Results: More calls, more meetings, and more global momentum
Since rolling out Orum, Zscaler has seen measurable impact across its SDR team:
- Increased Call Volumes: SDRs are significantly boosting their call output, directly contributing to pipeline growth.
- Higher Meeting Conversion Rates: Calls are now more productive, with better-prepared SDRs leading to an increase in meetings booked.
- Global Expansion Potential: Orum’s multilingual capabilities and support for international dialing positions Zscaler to extend its success across new markets.
Orum also stood out for its ability to integrate seamlessly into Zscaler’s robust tech stack, aligning with existing workflows and enhancing efficiency. Daniel also emphasized the value of Orum’s customer success team, “Arial [the CSM] and the team have been phenomenal—always responsive, knowledgeable, and ready to help. That kind of partnership makes a big difference.”
Looking Ahead: Zscaler plans to expand Orum’s use to its international teams, leveraging the platform’s capabilities to meet the complexities of global outreach. Daniel also sees potential for Orum to further enhance SDR enablement with advanced AI coaching and analytics.
“We’re thrilled with the results we’ve achieved so far and excited to explore what’s next with Orum,” Daniel concluded.
