## The Challenge

The industry average tenure of a Sales/Business Development Rep is 6-9 months. To put that in perspective, it means that whether you have a 2-person SDR team or a 100-person SDR team, in 1 year’s time, your entire team is gone. There are significant shadow costs associated with this high churn: search time, recruiting costs, interview time, training time on tools, processes, the sales playbook. The worst part is, it’s even harder to find good SDR Managers in the market. Almost every company, small or enterprise, understands the challenge and pain of this setup.

## Docjuris Business Overview
[Docjuris](https://www.docjuris.com) is a venture-backed seed-stage company
based in Houston selling a premium, high-end contract management software solution with AI features to senior Decision Makers at companies negotiating a minimum of 20 B2B contracts a month. Their sales cycles take 6-9 months on average, with high contract values and a department that’s known for being thorough in their evaluation process.

## Strategy
Docjuris uses a multi-channel approach to generating pipeline, consisting of conferences, outbound emails, SEO and paid ads, and senior Enterprise Sales Executives. Initially, they hired a team of full-time SDRs and also used Glencoco to supplement their outbound pipeline in parallel. The typical profile of the SDR they hired were more junior reps earlier in their
careers. What they found was that for their senior Decision Maker persona, namely General Counsels and VPs of Procurement at mid-market to enterprise companies, the older, more experienced business development professionals who actively prefer remote, flexible work, turned out to perform better and more consistently in connecting on phone calls and winning sales qualified meetings. As a result, they decided to lay off their entire in-house SDR team, integrate their Salesforce CRM to the Glencoco platform, and generate sales qualified meetings on a contingent outcome basis as they realized how much more cost-effective and higher ROI this approach was.

## Where Glencoco Comes In
**Glencoco is not a SaaS tool in the traditional sense with licensing fees, onboarding costs where you need to justify cost per user.** Glencoco was designed by and for Growth teams to set up, monitor, manage, and pause an outbound cold calling campaign as easily as they could set up a Linkedin or Instagram ad campaign. 

With Glencoco’s native Salesforce CRM integration, Docjuris has been able to bi-directionally sync its entire set of leads and upload them into a campaign with tiered pricing for conversions, consisting of:

- Inbound leads
- Cold outbound leads
- Conference attendees
- Prospects that have opened outbound email sequences multiple times

and generate consistent sales qualified meetings with minimal SDR management overhead.

## Docjuris Results
The following are the results that Docjuris has been able to generate after replacing its entire SDR team, without paying SaaS subscription fees, hiring additional Sales Development Reps, and paying only per qualified outcome.

_Snapshot as of August 30, 2023_
- Duration: 6 months
- Sales Cycle Length: 6-9 months
- Campaign Industry Focus: MM-Enterprise (companies negotiating >20 B2B contracs per month)
- Opportunities Generated: 31
- Pipeline: ~$732,540
- Pipeline at 90% closed won: $47,940
- Spend: ~$17,500
- Implied 1st Year ACV/CAC: 2.74
- NPS Score: 10/10


>You guys are doing great work. Probably the most successful sales vendor we use, so feel free to use that as a reference point.. I think what I appreciate is Glencoco's attention to detail and curiosity. And I think that's why you're successful so far. I mean Glencoco, they're finding the signals.

Henal Patel, CEO of Docjuris

## Interested in Listing Your Business in Our Marketplace?
Publish an outbound campaign for your business for zero upfront cost [here](https://customer.glencoco.com)

## Discover Deeper Insights on Our Blog:

- [Why Outbound Sales Calling Remains a Cornerstone for High Ticket B2B Sales](https://www.glencoco.com/why-outbound-sales-calls-lead-b2b-high-ticket-success)
- [Mastering Cold Calling: Catch the Expertise of these Outbound Sales Training Leaders!](https://www.glencoco.com/outbound-sales-training-experts)
- [From Clicks to Closings: Remote Outbound Sales Mastery Unleashed](https://www.glencoco.com/remote-outbound-sales-mastery-unleashed)
- [Optimizing Outbound Sales Cold Calling Success in 2024: Techniques and Strategies](https://www.glencoco.com/optimizing-outbound-sales-cold-calling-success-in-2024-techniques-and-strategies)
- [Diversifying Customer Footprint Beyond the Tech Startup Ecosystem for FinTechs](https://www.glencoco.com/case-study-rho)

<h2>The Challenge</h2><p>The industry average tenure of a Sales/Business Development Rep is 6-9 months. To put that in perspective, it means that whether you have a 2-person SDR team or a 100-person SDR team, in 1 year’s time, your entire team is gone. There are significant shadow costs associated with this high churn: search time, recruiting costs, interview time, training time on tools, processes, the sales playbook. The worst part is, it’s even harder to find good SDR Managers in the market. Almost every company, small or enterprise, understands the challenge and pain of this setup.</p><h2>Docjuris Business Overview</h2><p><a href="https://www.docjuris.com/">Docjuris</a> is a venture-backed seed-stage company<br>based in Houston selling a premium, high-end contract management software solution with AI features to senior Decision Makers at companies negotiating a minimum of 20 B2B contracts a month. Their sales cycles take 6-9 months on average, with high contract values and a department that’s known for being thorough in their evaluation process.</p><h2>Strategy</h2><p>Docjuris uses a multi-channel approach to generating pipeline, consisting of conferences, outbound emails, SEO and paid ads, and senior Enterprise Sales Executives. Initially, they hired a team of full-time SDRs and also used Glencoco to supplement their outbound pipeline in parallel. The typical profile of the SDR they hired were more junior reps earlier in their<br>careers. What they found was that for their senior Decision Maker persona, namely General Counsels and VPs of Procurement at mid-market to enterprise companies, the older, more experienced business development professionals who actively prefer remote, flexible work, turned out to perform better and more consistently in connecting on phone calls and winning sales qualified meetings. As a result, they decided to lay off their entire in-house SDR team, integrate their Salesforce CRM to the Glencoco platform, and generate sales qualified meetings on a contingent outcome basis as they realized how much more cost-effective and higher ROI this approach was.</p><h2>Where Glencoco Comes In</h2><p><strong>Glencoco is not a SaaS tool in the traditional sense with licensing fees, onboarding costs where you need to justify cost per user.</strong> Glencoco was designed by and for Growth teams to set up, monitor, manage, and pause an outbound cold calling campaign as easily as they could set up a Linkedin or Instagram ad campaign.</p><p>With Glencoco’s native Salesforce CRM integration, Docjuris has been able to bi-directionally sync its entire set of leads and upload them into a campaign with tiered pricing for conversions, consisting of:</p><ul><li>Inbound leads</li><li>Cold outbound leads</li><li>Conference attendees</li><li>Prospects that have opened outbound email sequences multiple times</li></ul><p>and generate consistent sales qualified meetings with minimal SDR management overhead.</p><h2>Docjuris Results</h2><p>The following are the results that Docjuris has been able to generate after replacing its entire SDR team, without paying SaaS subscription fees, hiring additional Sales Development Reps, and paying only per qualified outcome.</p><p><i>Snapshot as of August 30, 2023</i></p><ul><li>Duration: 6 months</li><li>Sales Cycle Length: 6-9 months</li><li>Campaign Industry Focus: MM-Enterprise (companies negotiating &gt;20 B2B contracs per month)</li><li>Opportunities Generated: 31</li><li>Pipeline: ~$732,540</li><li>Pipeline at 90% closed won: $47,940</li><li>Spend: ~$17,500</li><li>Implied 1st Year ACV/CAC: 2.74</li><li>NPS Score: 10/10</li></ul><blockquote><p><i>You guys are doing great work. Probably the most successful sales vendor we use, so feel free to use that as a reference point… I think what I appreciate is Glencoco’s attention to detail and curiosity. And I think that’s why you’re successful so far. I mean Glencoco, they’re finding the signals.</i></p></blockquote><p>Henal Patel, CEO of Docjuris</p><h2>Interested in Listing Your Business in Our Marketplace?</h2><p>Publish an outbound campaign for your business for zero upfront cost <a href="https://customer.glencoco.com/">here</a></p><h2>Discover Deeper Insights on Our Blog:</h2><ul><li><a href="https://www.glencoco.com/why-outbound-sales-calls-lead-b2b-high-ticket-success">Why Outbound Sales Calling Remains a Cornerstone for High Ticket B2B Sales</a></li><li><a href="https://www.glencoco.com/outbound-sales-training-experts">Mastering Cold Calling: Catch the Expertise of these Outbound Sales Training Leaders!</a></li><li><a href="https://www.glencoco.com/remote-outbound-sales-mastery-unleashed">From Clicks to Closings: Remote Outbound Sales Mastery Unleashed</a></li><li><a href="https://www.glencoco.com/optimizing-outbound-sales-cold-calling-success-in-2024-techniques-and-strategies">Optimizing Outbound Sales Cold Calling Success in 2024: Techniques and Strategies</a></li><li><a href="https://www.glencoco.com/case-study-rho">Diversifying Customer Footprint Beyond the Tech Startup Ecosystem for FinTechs</a></li></ul>

AI Contract Management Software Company Replaces its SDR Team to Embrace the Future of Sales

How Docjuris tried Glencoco and Decided to Replace Their SDR Team to Generate Meetings more Cost-Effectively and Win Real Deals

small_Contract Red Lining

thumbnail_Contract Red Lining

Contract Red Lining

## The Challenge

Professional sports is a massive industry, and are a huge attraction for businesses looking for marketing and brand awareness initiatives. Whether it’s sponsorships, season ticket holder outreach, VIP concert ticket sales, outbound efforts can have a huge impact in connecting businesses or customers with professional sports teams and athletes.

## Ryan Ellis' Business Overview
[Ryan Ellis Racing](https://www.ryanellisracing.com) is a professional NASCAR driver competing full-time on the Xfinity Series, driving the No. 43/45 Chevrolet Camara for Alpha Prime Racing. With a former background as a Lead Generation/Marketing Director at Technology companies, Ryan Ellis applies his previous B2B demand generation experience to separate himself and his team from other drivers on tour by utilizing B2B marketing tactics to generate sales qualified meetings with blue-collar business owners and Head of Marketing at regional companies around where his upcoming races are.

## Strategy
To fund his upcoming races, Ryan Ellis and his team offer two types of event sponsorship packages: a secondary sponsorship, with business logo placement on his racecar and 3-5 VIP track passes, and primary sponsorships, with more prominent business logo placement on his racecar and 15+ VIP track passes. Ryan Ellis uses Glencoco to generate sales qualified meetings by running campaigns using Glencoco’s platform and marketplace to post information about the location of his upcoming races and uploading lead lists into his campaign for Sales Professionals in the Glencoco network to call into. As a result, he’s able to have a high volume of outreach in an incredibly low-overhead way, since his schedule is typically filled to the brim with meetings and events and race preparation.

## Where Glencoco Comes In
**Glencoco is not a SaaS tool in the traditional sense with licensing fees, onboarding costs where you need to justify cost per user.** Glencoco was designed by and for Growth teams to set up, monitor, manage, and pause an outbound cold calling campaign as easily as they could set up a Linkedin or Instagram ad campaign. 

With Glencoco, NASCAR and other organizations can
self-onboard and publish a campaign that:
- Specifies a price per qualified meeting
- The qualification criteria
- Upload a calling script and training modules
- Sync their CRM bi-directionally or upload a CSV
- Connect their AEs’ calendar availability to the
platform
- Set up multiple segmented campaigns
- Pay only per qualified meeting
- Monitor and view results through a dashboard
- Be able to real-time field questions from callers

Ryan Ellis utilized Glencoco to set up an outbound campaign into local businesses in regions close to his upcoming races to solicit event sponsorships.

## NASCAR Results

_Snapshot as of August 30, 2023_
- Duration: 4 months
- Average Sales Cycle: 10 days
- Campaign Industry Focus: Local Businesses around upcoming NASCAR races
- Opportunities Generated: 107
- Races Funded: 8
- NPS Score: 10/10

## Interested in Listing Your Business in Our Marketplace?
Publish an outbound campaign for your business for zero upfront cost [here](https://customer.glencoco.com)

## Discover Deeper Insights on Our Blog:

- [Why Outbound Sales Calling Remains a Cornerstone for High Ticket B2B Sales](https://www.glencoco.com/why-outbound-sales-calls-lead-b2b-high-ticket-success)
- [Mastering Cold Calling: Catch the Expertise of these Outbound Sales Training Leaders!](https://www.glencoco.com/outbound-sales-training-experts)
- [From Clicks to Closings: Remote Outbound Sales Mastery Unleashed](https://www.glencoco.com/remote-outbound-sales-mastery-unleashed)
- [Optimizing Outbound Sales Cold Calling Success in 2024: Techniques and Strategies](https://www.glencoco.com/optimizing-outbound-sales-cold-calling-success-in-2024-techniques-and-strategies)
- [Diversifying Customer Footprint Beyond the Tech Startup Ecosystem for FinTechs](https://www.glencoco.com/case-study-rho)

<h2>The Challenge</h2><p>Professional sports is a massive industry, and are a huge attraction for businesses looking for marketing and brand awareness initiatives. Whether it’s sponsorships, season ticket holder outreach, VIP concert ticket sales, outbound efforts can have a huge impact in connecting businesses or customers with professional sports teams and athletes.</p><h2>Ryan Ellis’ Business Overview</h2><p><a href="https://www.ryanellisracing.com/">Ryan Ellis Racing</a> is a professional NASCAR driver competing full-time on the Xfinity Series, driving the No. 43/45 Chevrolet Camara for Alpha Prime Racing. With a former background as a Lead Generation/Marketing Director at Technology companies, Ryan Ellis applies his previous B2B demand generation experience to separate himself and his team from other drivers on tour by utilizing B2B marketing tactics to generate sales qualified meetings with blue-collar business owners and Head of Marketing at regional companies around where his upcoming races are.</p><h2>Strategy</h2><p>To fund his upcoming races, Ryan Ellis and his team offer two types of event sponsorship packages: a secondary sponsorship, with business logo placement on his racecar and 3-5 VIP track passes, and primary sponsorships, with more prominent business logo placement on his racecar and 15+ VIP track passes. Ryan Ellis uses Glencoco to generate sales qualified meetings by running campaigns using Glencoco’s platform and marketplace to post information about the location of his upcoming races and uploading lead lists into his campaign for Sales Professionals in the Glencoco network to call into. As a result, he’s able to have a high volume of outreach in an incredibly low-overhead way, since his schedule is typically filled to the brim with meetings and events and race preparation.</p><h2>Where Glencoco Comes In</h2><p><strong>Glencoco is not a SaaS tool in the traditional sense with licensing fees, onboarding costs where you need to justify cost per user.</strong> Glencoco was designed by and for Growth teams to set up, monitor, manage, and pause an outbound cold calling campaign as easily as they could set up a Linkedin or Instagram ad campaign.</p><p>With Glencoco, NASCAR and other organizations can<br>self-onboard and publish a campaign that:</p><ul><li>Specifies a price per qualified meeting</li><li>The qualification criteria</li><li>Upload a calling script and training modules</li><li>Sync their CRM bi-directionally or upload a CSV</li><li>Connect their AEs’ calendar availability to the<br>platform</li><li>Set up multiple segmented campaigns</li><li>Pay only per qualified meeting</li><li>Monitor and view results through a dashboard</li><li>Be able to real-time field questions from callers</li></ul><p>Ryan Ellis utilized Glencoco to set up an outbound campaign into local businesses in regions close to his upcoming races to solicit event sponsorships.</p><h2>NASCAR Results</h2><p><i>Snapshot as of August 30, 2023</i></p><ul><li>Duration: 4 months</li><li>Average Sales Cycle: 10 days</li><li>Campaign Industry Focus: Local Businesses around upcoming NASCAR races</li><li>Opportunities Generated: 107</li><li>Races Funded: 8</li><li>NPS Score: 10/10</li></ul><h2>Interested in Listing Your Business in Our Marketplace?</h2><p>Publish an outbound campaign for your business for zero upfront cost <a href="https://customer.glencoco.com/">here</a></p><h2>Discover Deeper Insights on Our Blog:</h2><ul><li><a href="https://www.glencoco.com/why-outbound-sales-calls-lead-b2b-high-ticket-success">Why Outbound Sales Calling Remains a Cornerstone for High Ticket B2B Sales</a></li><li><a href="https://www.glencoco.com/outbound-sales-training-experts">Mastering Cold Calling: Catch the Expertise of these Outbound Sales Training Leaders!</a></li><li><a href="https://www.glencoco.com/remote-outbound-sales-mastery-unleashed">From Clicks to Closings: Remote Outbound Sales Mastery Unleashed</a></li><li><a href="https://www.glencoco.com/optimizing-outbound-sales-cold-calling-success-in-2024-techniques-and-strategies">Optimizing Outbound Sales Cold Calling Success in 2024: Techniques and Strategies</a></li><li><a href="https://www.glencoco.com/case-study-rho">Diversifying Customer Footprint Beyond the Tech Startup Ecosystem for FinTechs</a></li></ul>

Scalable Event Sponsorship Outreach and Sports Season Ticket Member Outreach with NASCAR

How Professional NASCAR Driver Ryan Ellis Utilizes Glencoco as his Unfair Advantage in Generating Upcoming Race Sponsorships with Local Businesses

small_Ryan Ellis Motorsports

thumbnail_Ryan Ellis Motorsports

Ryan Ellis Motorsports

## The Challenge

The macro backdrop is challenging for FinTech: the SVB collapse has forced FinTech companies to strategize on how to diversify their deposit base to avoid concentration risk. Furthermore, every company is consolidating/reducing SaaS vendor spend. Finally, typical prospecting strategies like LinkedIn prospecting only work if decision-makers are actually on LinkedIn. So, the question is - how to set up a sustainable channel to outbound to well-performing industries behind the curve on digital transformation like construction, manufacturing, transportation, and digital media that are relatively unimpacted by the slowdown in VC funding and rising interest rates?

## Rho's Business Overview
[Rho](https://www.rho.co) is a Series B neo-bank offering a single-pane-of-glass banking platform offering AP integrations, accounting automation, spend management, corporate card services, checking, and treasury management services. Their GTM includes a heavy outbound motion involving email sequencing and calling into prospects in industries typically unreachable on typical SDR channels like Linkedin and Twitter. Typically, decision makers in industries like construction and manufacturing are open to evaluating solutions that offer integrations for their AP/accounting to save time and costs on manual
reconciliation and reporting, but are simply not aware
that such solutions exist.

## Strategy
A courteous, professional phone call is the single most effective marketing channel to connect with a prospect and deliver a pitch that convinces them to evaluate a solution/service, but this approach is also the most challenging to scalably utilize. Typically this involves hiring full-time SDRs, which incurs recruiting, training, tool spend, and management time and costs. Ken Hoppe, the CEO of Modigie (a mobile number enrichment database) and former EMC/Google Sales Exec, says “we used to run numbers and after accounting for overhead, training, tools,
recruiting/churn, we arrived at ~$4,000” as the cost per qualified meeting!

## Where Glencoco Comes In
**Glencoco is not a SaaS tool in the traditional sense with licensing fees, onboarding costs where you need to justify cost per user.** Glencoco was designed by and for Growth teams to set up, monitor, manage, and pause an outbound cold calling campaign as easily as they could set up a Linkedin or Instagram ad campaign. 

With Glencoco, Rho and other companies can
self-onboard and publish a campaign that:
- Specifies a price per qualified meeting
- The qualification criteria
- Upload a calling script and training modules
- Sync their CRM bi-directionally or upload a CSV
- Connect their AEs’ calendar availability to the
platform
- Set up multiple segmented campaigns
- Pay only per qualified meeting
- Monitor and view results through a dashboard
- Be able to real-time field questions from callers

Rho utilized Glencoco to set up cold calling
campaigns to outbound and call into CFOs and
Controllers in the construction and manufacturing space to drive new customer acquisition in diversified industries beyond the typical startup/tech crowd.

## Rho Results
The following are the results that Rho was able to generate, without paying SaaS subscription fees, hiring additional Sales Development Reps, and paying only per qualified outcome.

_Snapshot as of June 20, 2023_
- Duration: 5 months
- Campaign Industry Focus: Construction, Manufacturing, Digital Media
- Opportunities: 41
- Pipeline (Monthly Card Spend): $6.5M
- Pipeline (Annual Card Spend): $78M
- Application/Activation (Monthly Card Spend): $1.6M
- Application/Activation (Annual Card Spend): $19.2M
- Total Spend: $32,800
- Application/Activation ACV/CAC: $8.7:1 (assumes 1.5% card spend fees.)


>It's been really pleasant to work with the Glencoco team and we appreciate the work that they've done for Rho.

Drew Goldfarb, SDR Manager at Rho

## Interested in Listing Your Business in Our Marketplace?
Publish an outbound campaign for your business for zero upfront cost [here](https://customer.glencoco.com)

## Discover Deeper Insights on Our Blog:

- [Why Outbound Sales Calling Remains a Cornerstone for High Ticket B2B Sales](https://www.glencoco.com/why-outbound-sales-calls-lead-b2b-high-ticket-success)
- [Mastering Cold Calling: Catch the Expertise of these Outbound Sales Training Leaders!](https://www.glencoco.com/outbound-sales-training-experts)
- [From Clicks to Closings: Remote Outbound Sales Mastery Unleashed](https://www.glencoco.com/remote-outbound-sales-mastery-unleashed)
- [Optimizing Outbound Sales Cold Calling Success in 2024: Techniques and Strategies](https://www.glencoco.com/optimizing-outbound-sales-cold-calling-success-in-2024-techniques-and-strategies)
- [AI Contract Management Software Company Replaces its SDR Team to Embrace the Future of Sales](https://www.glencoco.com/case-study-docjuris)

<h2>The Challenge</h2><p>The macro backdrop is challenging for FinTech: the SVB collapse has forced FinTech companies to strategize on how to diversify their deposit base to avoid concentration risk. Furthermore, every company is consolidating/reducing SaaS vendor spend. Finally, typical prospecting strategies like LinkedIn prospecting only work if decision-makers are actually on LinkedIn. So, the question is - how to set up a sustainable channel to outbound to well-performing industries behind the curve on digital transformation like construction, manufacturing, transportation, and digital media that are relatively unimpacted by the slowdown in VC funding and rising interest rates?</p><h2>Rho’s Business Overview</h2><p><a href="https://www.rho.co/">Rho</a> is a Series B neo-bank offering a single-pane-of-glass banking platform offering AP integrations, accounting automation, spend management, corporate card services, checking, and treasury management services. Their GTM includes a heavy outbound motion involving email sequencing and calling into prospects in industries typically unreachable on typical SDR channels like Linkedin and Twitter. Typically, decision makers in industries like construction and manufacturing are open to evaluating solutions that offer integrations for their AP/accounting to save time and costs on manual<br>reconciliation and reporting, but are simply not aware<br>that such solutions exist.</p><h2>Strategy</h2><p>A courteous, professional phone call is the single most effective marketing channel to connect with a prospect and deliver a pitch that convinces them to evaluate a solution/service, but this approach is also the most challenging to scalably utilize. Typically this involves hiring full-time SDRs, which incurs recruiting, training, tool spend, and management time and costs. Ken Hoppe, the CEO of Modigie (a mobile number enrichment database) and former EMC/Google Sales Exec, says “we used to run numbers and after accounting for overhead, training, tools,<br>recruiting/churn, we arrived at ~$4,000” as the cost per qualified meeting!</p><h2>Where Glencoco Comes In</h2><p><strong>Glencoco is not a SaaS tool in the traditional sense with licensing fees, onboarding costs where you need to justify cost per user.</strong> Glencoco was designed by and for Growth teams to set up, monitor, manage, and pause an outbound cold calling campaign as easily as they could set up a Linkedin or Instagram ad campaign.</p><p>With Glencoco, Rho and other companies can<br>self-onboard and publish a campaign that:</p><ul><li>Specifies a price per qualified meeting</li><li>The qualification criteria</li><li>Upload a calling script and training modules</li><li>Sync their CRM bi-directionally or upload a CSV</li><li>Connect their AEs’ calendar availability to the<br>platform</li><li>Set up multiple segmented campaigns</li><li>Pay only per qualified meeting</li><li>Monitor and view results through a dashboard</li><li>Be able to real-time field questions from callers</li></ul><p>Rho utilized Glencoco to set up cold calling<br>campaigns to outbound and call into CFOs and<br>Controllers in the construction and manufacturing space to drive new customer acquisition in diversified industries beyond the typical startup/tech crowd.</p><h2>Rho Results</h2><p>The following are the results that Rho was able to generate, without paying SaaS subscription fees, hiring additional Sales Development Reps, and paying only per qualified outcome.</p><p><i>Snapshot as of June 20, 2023</i></p><ul><li>Duration: 5 months</li><li>Campaign Industry Focus: Construction, Manufacturing, Digital Media</li><li>Opportunities: 41</li><li>Pipeline (Monthly Card Spend): $6.5M</li><li>Pipeline (Annual Card Spend): $78M</li><li>Application/Activation (Monthly Card Spend): $1.6M</li><li>Application/Activation (Annual Card Spend): $19.2M</li><li>Total Spend: $32,800</li><li>Application/Activation ACV/CAC: $8.7:1 (assumes 1.5% card spend fees.)</li></ul><blockquote><p><i>It’s been really pleasant to work with the Glencoco team and we appreciate the work that they’ve done for Rho.</i></p></blockquote><p>Drew Goldfarb, SDR Manager at Rho</p><h2>Interested in Listing Your Business in Our Marketplace?</h2><p>Publish an outbound campaign for your business for zero upfront cost <a href="https://customer.glencoco.com/">here</a></p><h2>Discover Deeper Insights on Our Blog:</h2><ul><li><a href="https://www.glencoco.com/why-outbound-sales-calls-lead-b2b-high-ticket-success">Why Outbound Sales Calling Remains a Cornerstone for High Ticket B2B Sales</a></li><li><a href="https://www.glencoco.com/outbound-sales-training-experts">Mastering Cold Calling: Catch the Expertise of these Outbound Sales Training Leaders!</a></li><li><a href="https://www.glencoco.com/remote-outbound-sales-mastery-unleashed">From Clicks to Closings: Remote Outbound Sales Mastery Unleashed</a></li><li><a href="https://www.glencoco.com/optimizing-outbound-sales-cold-calling-success-in-2024-techniques-and-strategies">Optimizing Outbound Sales Cold Calling Success in 2024: Techniques and Strategies</a></li><li><a href="https://www.glencoco.com/case-study-docjuris">AI Contract Management Software Company Replaces its SDR Team to Embrace the Future of Sales</a></li></ul>

Diversifying Customer Footprint Beyond the Tech Startup Ecosystem for FinTechs

How Rho used Glencoco to generate $19.2M in annual card spend in account applications in diversified industries beyond tech/startup companies

large_office-building-construction-costs-per-square-foot-1024x683.jpg

medium_office-building-construction-costs-per-square-foot-1024x683.jpg

small_office-building-construction-costs-per-square-foot-1024x683.jpg

thumbnail_office-building-construction-costs-per-square-foot-1024x683.jpg

Construction

## The Challenge

There are over 660,000 restaurants in the United States. Restaurant decision makers are incredibly busy, and always on the go. Scaling up door-to-door teams costs money to stand up, and marketing spend targeting restaurant folks typically won’t effectively result in high conversions. What if there were a way to quickly crowd-source an army of cold callers to work
through front-of-house gatekeepers to set meetings as a permanent channel?

## Zitti's Business Overview
[Zitti](https://www.zitti.com) is a seed-stage restaurant software company headquartered in Los Angeles offering a platform that handles food vendor/purchaser payments, invoicing, and order guides product that helps restaurants save 3% or more on food vendor costs by allowing them to easily price compare different vendors on a monthly and real-time basis. They have a distributed sales
team across the United States, but as an early stage company, face challenges in hiring and ramping up their team quickly to handle outreach to their large restaurant TAM.

## Strategy
A courteous, professional phone call is the single most effective marketing channel to connect with a prospect and deliver a pitch that convinces them to evaluate a solution/service, but this approach is also the most challenging to scalably utilize. Typically this involves hiring full-time SDRs, which incurs recruiting, training, tool spend, and management time and costs. Ken Hoppe, the CEO of Modigie (a mobile number enrichment database) and former EMC/Google Sales Exec, says “we used to run numbers and after accounting for overhead, training, tools,
recruiting/churn, we arrived at ~$4,000” as the cost per qualified meeting!

## Where Glencoco Comes In
**Glencoco is not a SaaS tool in the traditional sense with licensing fees, onboarding costs where you need to justify cost per user.** Glencoco was designed by and for Growth teams to set up, monitor, manage, and pause an outbound cold calling campaign as easily as they could set up a Linkedin or Instagram ad campaign. 

With Glencoco, Zitti and other companies can
self-onboard and publish a campaign that:
- Specifies a price per qualified meeting
- The qualification criteria
- Upload a calling script and training modules
- Sync their CRM bi-directionally or upload a CSV
- Connect their AEs’ calendar availability to the
platform
- Set up multiple segmented campaigns
- Pay only per qualified meeting
- Monitor and view results through a dashboard
- Be able to real-time field questions from callers

Zitti utilized Glencoco to set up an outbound campaign into over 20,000 restaurants. From signup to campaign launch, it took them 7 days, and were able to achieve this at a cost per meeting cheaper than a Linkedin ad Cost Per Lead.

## Zitti Results
In the first month of the campaign, Zitti leveraged this crowd-sourced model to receive 100 meetings, a frequency so high that their Account Executives could not easily manage their calendars and so technical changes had to be made to slow the volume of meetings down to keep pace with their business needs.

_Snapshot as of June 27, 2023_
- Duration: 2 months
- Campaign Industry Focus: Restaurant Owners and General Managers
- Net New Customer Trial Signups: 40
- Total Spend: $6,000


>I've since introduced Glencoco to other companies looking to grow their pipeline. Glencoco is awesome.

Dante DiCicco, CEO and Founder of Zitti

## Interested in Listing Your Business in Our Marketplace?
Publish an outbound campaign for your business for zero upfront cost [here](https://customer.glencoco.com)

## Discover Deeper Insights on Our Blog:

- [Why Outbound Sales Calling Remains a Cornerstone for High Ticket B2B Sales](https://www.glencoco.com/why-outbound-sales-calls-lead-b2b-high-ticket-success)
- [Mastering Cold Calling: Catch the Expertise of these Outbound Sales Training Leaders!](https://www.glencoco.com/outbound-sales-training-experts)
- [From Clicks to Closings: Remote Outbound Sales Mastery Unleashed](https://www.glencoco.com/remote-outbound-sales-mastery-unleashed)
- [Optimizing Outbound Sales Cold Calling Success in 2024: Techniques and Strategies](https://www.glencoco.com/optimizing-outbound-sales-cold-calling-success-in-2024-techniques-and-strategies)
- [Diversifying Customer Footprint Beyond the Tech Startup Ecosystem for FinTechs](https://www.glencoco.com/case-study-rho)

<h2>The Challenge</h2><p>There are over 660,000 restaurants in the United States. Restaurant decision makers are incredibly busy, and always on the go. Scaling up door-to-door teams costs money to stand up, and marketing spend targeting restaurant folks typically won’t effectively result in high conversions. What if there were a way to quickly crowd-source an army of cold callers to work<br>through front-of-house gatekeepers to set meetings as a permanent channel?</p><h2>Zitti’s Business Overview</h2><p><a href="https://www.zitti.com/">Zitti</a> is a seed-stage restaurant software company headquartered in Los Angeles offering a platform that handles food vendor/purchaser payments, invoicing, and order guides product that helps restaurants save 3% or more on food vendor costs by allowing them to easily price compare different vendors on a monthly and real-time basis. They have a distributed sales<br>team across the United States, but as an early stage company, face challenges in hiring and ramping up their team quickly to handle outreach to their large restaurant TAM.</p><h2>Strategy</h2><p>A courteous, professional phone call is the single most effective marketing channel to connect with a prospect and deliver a pitch that convinces them to evaluate a solution/service, but this approach is also the most challenging to scalably utilize. Typically this involves hiring full-time SDRs, which incurs recruiting, training, tool spend, and management time and costs. Ken Hoppe, the CEO of Modigie (a mobile number enrichment database) and former EMC/Google Sales Exec, says “we used to run numbers and after accounting for overhead, training, tools,<br>recruiting/churn, we arrived at ~$4,000” as the cost per qualified meeting!</p><h2>Where Glencoco Comes In</h2><p><strong>Glencoco is not a SaaS tool in the traditional sense with licensing fees, onboarding costs where you need to justify cost per user.</strong> Glencoco was designed by and for Growth teams to set up, monitor, manage, and pause an outbound cold calling campaign as easily as they could set up a Linkedin or Instagram ad campaign.</p><p>With Glencoco, Zitti and other companies can<br>self-onboard and publish a campaign that:</p><ul><li>Specifies a price per qualified meeting</li><li>The qualification criteria</li><li>Upload a calling script and training modules</li><li>Sync their CRM bi-directionally or upload a CSV</li><li>Connect their AEs’ calendar availability to the<br>platform</li><li>Set up multiple segmented campaigns</li><li>Pay only per qualified meeting</li><li>Monitor and view results through a dashboard</li><li>Be able to real-time field questions from callers</li></ul><p>Zitti utilized Glencoco to set up an outbound campaign into over 20,000 restaurants. From signup to campaign launch, it took them 7 days, and were able to achieve this at a cost per meeting cheaper than a Linkedin ad Cost Per Lead.</p><h2>Zitti Results</h2><p>In the first month of the campaign, Zitti leveraged this crowd-sourced model to receive 100 meetings, a frequency so high that their Account Executives could not easily manage their calendars and so technical changes had to be made to slow the volume of meetings down to keep pace with their business needs.</p><p><i>Snapshot as of June 27, 2023</i></p><ul><li>Duration: 2 months</li><li>Campaign Industry Focus: Restaurant Owners and General Managers</li><li>Net New Customer Trial Signups: 40</li><li>Total Spend: $6,000</li></ul><blockquote><p><i>I’ve since introduced Glencoco to other companies looking to grow their pipeline. Glencoco is awesome.</i></p></blockquote><p>Dante DiCicco, CEO and Founder of Zitti</p><h2>Interested in Listing Your Business in Our Marketplace?</h2><p>Publish an outbound campaign for your business for zero upfront cost <a href="https://customer.glencoco.com/">here</a></p><h2>Discover Deeper Insights on Our Blog:</h2><ul><li><a href="https://www.glencoco.com/why-outbound-sales-calls-lead-b2b-high-ticket-success">Why Outbound Sales Calling Remains a Cornerstone for High Ticket B2B Sales</a></li><li><a href="https://www.glencoco.com/outbound-sales-training-experts">Mastering Cold Calling: Catch the Expertise of these Outbound Sales Training Leaders!</a></li><li><a href="https://www.glencoco.com/remote-outbound-sales-mastery-unleashed">From Clicks to Closings: Remote Outbound Sales Mastery Unleashed</a></li><li><a href="https://www.glencoco.com/optimizing-outbound-sales-cold-calling-success-in-2024-techniques-and-strategies">Optimizing Outbound Sales Cold Calling Success in 2024: Techniques and Strategies</a></li><li><a href="https://www.glencoco.com/case-study-rho">Diversifying Customer Footprint Beyond the Tech Startup Ecosystem for FinTechs</a></li></ul>

An Evergreen Outbound Channel for Selling into Restaurants, Studios, Dental Offices, and Properties

How Zitti set up a campaign on the glencoco marketplace to scale up its customer acquisition for its software at an insanely low cost per meeting

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An Evergreen Outbound Channel for Selling into Restaurants, Studios, Dental Offices, and Properties