I’ve got a pipeline forecast for the whole year. Top’s down or bottom’s up, both ways. It ranges from the dollars we add (net ARR) all the way down to the accounts and the possible seat pipeline. This prior to us ever talking to that account, so pre SDR. So what we did was say, we need to get really good at getting our SDRs talking to the accounts we want to close. Not just the accounts that the SDR came across on linkedin, when they found some dude who had a Director of Sales title. But the accounts that we want to bring on board.
We ran a bunch of analysis. We used tools that help us figure out who uses what marketing tools. We used this data to make up an algorithm to look at titles on linkedin. If it’s a field rep, its a .1 ,if its a Sales Development rep it’s a 1. So we applied that thinking to the companies and all the people that company had listed on linkedin to understand what they could be worth to us. We get the accounts, we ship them off to upwork, they apply the formula and fill in a seats pipeline number.
This allows us to view our accounts by the number of seats we could sell. It helps us break out the accounts that we don’t even want to talk to. You could have a thousand person company, but they might not have more than 5 people who could use Salesloft. We use that at the SDR level, and we give the bigger ones to the upstream SDRs, we give the smaller ones to the SMB SDRs. Those accounts then pass through to the AEs, and we can distribute more fairly based on the number of seats.
It helps us close the deals we want. Is that tactical enough?