Bridge generates 468 SQLs in 12 months, restructures sales team with excellent CAC Payback

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Bridge Legal

Generates 468 SQLs and restructures its sales team with RevenueZen guiding the strategy and managing execution.

Company Overview

Bridge US is a VC-backed corporate immigration solution that makes it easy for businesses and individuals to navigate the immigration system.

15

Number of Employees

HR Tech Saas

Industry

San Francisco, CA

Headquarters

“Your enthusiasm is contagious. I already feel better knowing someone is looking at my business with me and bringing a fresh and honest perspective.”

Romish

CEO

CEO

The Challenge

Bridge recognized the need for repeatable revenue growth in early 2017, when the leadership team was still involved with the day-to-day sales process and growth was less consistent. The one Account Executive on the team was accretive but still had a relatively empty calendar, leading to inconsistent performance.

The Founder & CEO, Romish, knew that reliable demand generation was going to be a key piece of improving the reliability and velocity of new sales but he had been burned by past efforts, including cold calling agencies that didn’t actually drive financial results.

However, he was hesitant to hire an internal sales development representative (SDR) without a reliable sales process. Building a new function internally would only increase his already stretched focus as CEO and de facto VP of Sales, without actually addressing the core issue. He needed demand generation leadership, expertise, and strategy, not just more sales reps.

To do that, he would need to find a partner that could deliver pipeline and, more importantly, deliver the “institutional knowledge” of exactly how to scale growth for Bridge. A partner that delivered sales meetings but no knowledge, or knowledge without execution would be incomplete.

Romish needed a partner that could address short-term demand generation needs and longer-term, help position them strategically to build their own demand generation team in-house.

The Solution

At the same time, the RevenueZen team handled Bridge’s migration from a small CRM to a well-built, easy-to-use Salesforce Lightning instance, which dramatically increased the visibility and effectiveness of Bridge’s sales process.

Alongside the outbound sales campaign, RevenueZen worked directly with the AE team with focused 1-on-1 coaching designed to lift win rates and take advantage of all the new discovery meetings being set by our team.

RevenueZen also collaborated closely with the entire Bridge team to build their sales playbook so that they could replicate our success internally in the future.

The Results

468

Qualified appointments set

$9.5MM

New pipeline created

$791K

pipeline per month

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Rocky Pedden

Three most used emojis?

👍😄💁‍♀️

What’s a perfect day for you?

What’s your favorite part of your job?

What’s a recipe that no one makes better than you?

What’s the most bizarre email address you’ve ever had?

Mike Mierz

What’s a perfect day for you?

What’s your favorite part of your job?

What’s a recipe that no one makes better than you?

What’s the most bizarre email address you’ve ever had?

Desiree Rose

Content Manager

LinkedIn Profile
Location: Austin, TX

I am both local to and currently based in the Austin, Texas area. For college, I studied business and marketing and began offering small business consulting. This allowed me to apply the skills I was learning in school to real-world scenarios while working towards getting my degree. My personal passion is photography and I have been specializing in portraits and weddings for 11 years. 

 

What’s a perfect day for you?

A perfect day for me would begin with a quiet and serene sunrise, sipping a hot cup of coffee, followed by a trip with my friends to a lake or river. It must include delicious snacks, sparkling wine and multiple over the top animal-shaped pool floaties. 

 

What’s your favorite part of your job?

Getting to work with amazing people while simultaneously being able to spend the whole day with my senior rescue pup! 

 

What’s a recipe that no one makes better than you?

Tequila Pineapple ;)

 

Three most used emojis?

✨ 📸  🌈

Evan Patterson

Evan Patterson

Executive Social Media Marketing Consultant

LinkedIn Profile
Location: Chicago, IL

I live in Chicago, Illinois but I’m originally from the suburbs of Detroit, Michigan. I regularly (and poorly) sing at karaoke nights with my friends. When I’m not butchering songs in public, I am probably watching drag queens perform digitally or in-person, listening or dancing to K-pop, EDM, punk, or synth, watching British or Australian comedies, or playing a strategy or management PC game. 

 

What’s a perfect day for you?

I spend a lot of my free time with my boyfriends as a polyamorous man, so my perfect day would definitely include one of them. Getting brunch at a local diner with one of my boyfriends followed by some shopping, the beach, maybe a live show in downtown Chicago, a fancy dinner, and going dancing at one of our favorite clubs afterwards.

 

What’s your favorite part of your job?

It’s mostly psychology and about making people feel seen, as people and as professionals. So, I get to genuinely put smiles on the faces of people that extend beyond their bank accounts: and that’s always a great feeling.

 

What’s a recipe that no one makes better than you?

Reservations. #iburnwater

 

Three most used emojis?

👏🏻 😚 😎