Company Overview


Bridge US is a VC-backed B2B immigration software/service solution that makes it easy for businesses and individuals to navigate the immigration system.


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.

Headquarters

San Francisco

# of Employees

15

Industry

HR tech, legal tech, SaaS

Sells to

Mid-market, enterprise

The Solution


Bridge connected with RevenueZen in the middle of 2017, and within weeks, they knew they’d made the right decision.

Working with the RevenueZen leadership team, a trained sales development representative (SDR) was hired to work exclusively on prospecting intensively into Bridge’s target accounts, setting 53 qualified sales meetings in the first two months.

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

39

APPOINTMENTS/MONTH

$9.5MM

NEW PIPELINE CREATED

$791k

PIPELINE/MONTH

+83% cold email open rate

RevenueZen helped Bridge deeply segment their prospective customers, and dramatically increased the targeting, personalization, and efficiency of reaching the right people, with the right message, at the right time.

+113% response rate

RevenueZen’s team fully committed to maintaining a warm pipeline of prospects and never giving up on their follow-up until a confirmed answer was reached one way or the other, scoring multiple direct written compliments from Bridge’s prospects on the quality of our outreach.

+728% appointment rate

The results were clear: the % of prospects that converted to a sales meeting skyrocketed soon after we began working together, and remained consistent throughout the engagement.

300% faster AE ramp-up time, and 150% shorter sales cycle

More discovery meetings per AE, coupled with personal 1-on-1 AE coaching directly with RevenueZen’s executive team, allowed AEs to ramp much more quickly than they had been in the past, and helped them increase their deal size and shorten their sales cycle.

+122% AE quota attainment

Through coaching and pipeline growth, AE performance vs quota increased by over 122% after engaging with RevenueZen. Even more impressive, this quota attainment increase happened after quotas themselves were increased by 40%! Partnering with RevenueZen let Bridge simultaneously raise quotas and make them easier to hit.

+96% average sales price

RevenueZen hunted for larger opportunities than had happened previously, enabling Bridge to close deal sizes of $20,700 per year on average, up from a previous average of $10,600 per year.

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