Sales Development as-a-Service Economics
Sales Development is a specialized role that brings strategic account management thinking, data & analysis tools, engagement programs on multiple platforms, email nurturing, and phone prospecting teams together to focus exclusively on creating qualified opportunities and handing them over to the sales execs for acceleration and close.
When applied, Sales Development plays a critical role in creating a healthy sales pipeline that is accurately forecastable (Think about all the opportunities in your sales pipeline that should not have been forecasted at all), contributing to the financial management and growth goals of the company.
Sales Development as-aService (SDaaS) offers depth, process, discipline and impact that may not be easily achieved with an inside sales team:
Depth: With sales development as-a-Service we are moving through the vast majority of the discovery phase and into the needs assessment/diagnosis phase quickly, without engaging the sales execs, thus allowing them to focus on closing deals, not developing opportunities.
Process: Successful sales development is an extraordinarily complex process, encompassing lead generation, nurturing, qualification and discovery. All stages must be seamless to the potential customer and deployed in time for maximum impact. Most organizations experience lack of alignment between the marketing and sales function, diminishing their ability to successfully deploy sales development. As-a-Service is an independent entity that uses company expertise for approval and guidance, but creates and deploys the tools it needs, when it needs them, based on tried and tested best practices.
Discipline: This is one of the most important and critical factors in the success of a sales development program. The SDRs job is frustrating and it’s easy to get distracted. Inside sales teams are usually more phoned to distractions like: research on behalf of the sales exec, company activities, reporting or admin tasks, days off / sick days / metal health days, to name a few. As-a-Service has the advantage of easily enforcing discipline because resources are always available and can be replaced immediately. Turnover at the inside sales team frequently damages company morale and hurts team’s ability to achieve goals.
Impact: Sales development, while typically requiring a larger commitment and investment, yields far greater ROI in most instances. The ability to manage more complex scenarios and the fact that it goes deeper into the sales process enables a company to leverage the sales resources far more effectively, and produce more stable, predictable results.
In addition, unlike traditional sales models, the success of our sales development approach is clear within the first quarter. By the six month mark, a company would have established momentum within the addressable accounts, frequently engaged with potential buyers, established relationships, built a qualified pipeline and is on a fast track to closing deals.

REDHOT research show that as-a-service sales development may yield up to 128% more qualified opportunities compared to internal teams. Do the math for your own company’s sales goals to calculate a potential revenue impact
