Outreach Case Studies Quality Over Quantity: Databricks' Approach to Scaling Sales Development

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	Quality Over Quantity: Databricks' Approach to Scaling Sales Development Outreach

Quality Over Quantity: Databricks' Approach to Scaling Sales Development

Outreach

Applicable Industries	Education
Applicable Functions	Product Research & Development Sales & Marketing
Use Cases	Visual Quality Detection
Services	Testing & Certification Training
Challenge	Databricks, a company on a mission to simplify and democratize data and AI, was experiencing rapid growth and needed to scale its sales development organization. The company's success had led to an increased demand for its services from companies of all sizes and industries. However, Databricks was not interested in the typical 'spray-and-pray' approach to prospecting. They wanted to empower their Sales Development Representatives (SDRs) and Business Development Representatives (BDRs) to engage with prospects and customers in a more personalized and meaningful way. The challenge was to find a solution that would enable even new SDRs and BDRs to add value for the prospect and convert them into a customer, without resorting to high-volume, impersonal sales tactics. Read More
About Customer	Databricks is a company that aims to simplify and democratize data and AI, helping data teams solve the world's toughest problems. Thousands of companies across various industries, business sizes, and geographies rely on Databricks to bring their data teams together with all their data. This enables better collaboration, faster innovation, and the ability to solve the world's toughest problems. The company's success has led to significant growth, and as a result, its sales development organization plans to double in size. Read More
Solution	Databricks partnered with Outreach to add scale to its engagement strategy. Outreach provided sequences that laid out the correct number of calls, emails, and social touches, allowing SDRs and BDRs to take this customer-centric content and add their creativity to personalize the messages. This ensured relevance and led to more substantial conversations. SDRs and BDRs were set up on Outreach as soon as they started, enabling them to ramp up quickly with these proven sequences for success. Outreach also provided managers with activity and conversion insights, enabling them to drive productive coaching conversations. By focusing on conversion rates and sentiment analysis, managers could develop and retain great talent, hitting their goal of doubling the sales development team by the end of the fiscal year. Read More Log in to view content
Contents

Applicable Industries

Education

Applicable Functions

Product Research & Development

Sales & Marketing

Use Cases

Visual Quality Detection

Services

Testing & Certification

Training

Challenge

Databricks, a company on a mission to simplify and democratize data and AI, was experiencing rapid growth and needed to scale its sales development organization. The company's success had led to an increased demand for its services from companies of all sizes and industries. However, Databricks was not interested in the typical 'spray-and-pray' approach to prospecting. They wanted to empower their Sales Development Representatives (SDRs) and Business Development Representatives (BDRs) to engage with prospects and customers in a more personalized and meaningful way. The challenge was to find a solution that would enable even new SDRs and BDRs to add value for the prospect and convert them into a customer, without resorting to high-volume, impersonal sales tactics.

About Customer

Databricks is a company that aims to simplify and democratize data and AI, helping data teams solve the world's toughest problems. Thousands of companies across various industries, business sizes, and geographies rely on Databricks to bring their data teams together with all their data. This enables better collaboration, faster innovation, and the ability to solve the world's toughest problems. The company's success has led to significant growth, and as a result, its sales development organization plans to double in size.

Solution

Databricks partnered with Outreach to add scale to its engagement strategy. Outreach provided sequences that laid out the correct number of calls, emails, and social touches, allowing SDRs and BDRs to take this customer-centric content and add their creativity to personalize the messages. This ensured relevance and led to more substantial conversations. SDRs and BDRs were set up on Outreach as soon as they started, enabling them to ramp up quickly with these proven sequences for success. Outreach also provided managers with activity and conversion insights, enabling them to drive productive coaching conversations. By focusing on conversion rates and sentiment analysis, managers could develop and retain great talent, hitting their goal of doubling the sales development team by the end of the fiscal year.

Impact #1	With the implementation of Outreach, Databricks has seen a shift in its sales development operations. The focus on quality over quantity has led to more substantial conversations with prospects and customers. The ability to personalize messages has added value for the prospect and increased conversion rates. The insights provided by Outreach have also enabled managers to drive productive coaching conversations, focusing on conversion rates and sentiment analysis. This has been critical in developing and retaining talent. Furthermore, the faster ramp-up for new hires and coaching that focuses on skill development has led to more successful and satisfied SDRs.

Impact #1

With the implementation of Outreach, Databricks has seen a shift in its sales development operations. The focus on quality over quantity has led to more substantial conversations with prospects and customers. The ability to personalize messages has added value for the prospect and increased conversion rates. The insights provided by Outreach have also enabled managers to drive productive coaching conversations, focusing on conversion rates and sentiment analysis. This has been critical in developing and retaining talent. Furthermore, the faster ramp-up for new hires and coaching that focuses on skill development has led to more successful and satisfied SDRs.

Benefit #1	Sales development is increasing response rates and down-funnel conversion.
Benefit #2	New SDRs and BDRs can ramp up quickly with proven sequences for success.
Benefit #3	Sales development team plans to double in size by the end of the fiscal year.

Benefit #1

Sales development is increasing response rates and down-funnel conversion.

Benefit #2

New SDRs and BDRs can ramp up quickly with proven sequences for success.

Benefit #3

Sales development team plans to double in size by the end of the fiscal year.

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Overview

Quality Over Quantity: Databricks' Approach to Scaling Sales Development

Operational Impact

Quantitative Benefit