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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