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DocJuris

# **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.

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# **Docjuris Business Overview**

Docjuris 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*.

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# **The 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. *(This is a common constraint for teams in the Late Seed/Series A stage looking to build an SDR team.)*

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 **wind down 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.

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# **Where Glencoco Comes In**

Glencoco is not a SaaS tool in the traditional sense with **licensing fees** and **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*

This setup generates consistent sales qualified meetings with **minimal SDR management overhead**.

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# **The Results**

Docjuris achieved an unbelievable **41:1 ratio on pipeline to spend** after replacing its entire SDR team, without paying SaaS subscription fees, hiring additional Sales Development Reps, and paying only per qualified outcome.

- **Duration:** 6 months
- **Sales Cycle Length:** 6-9 months
- **Campaign Industry Focus:** MM-Enterprise (companies negotiating >20 B2B contracts per month)
- **Opportunities Generated:** 31
- **Pipeline:** ~$732,540
- **Spend:** ~$17,500

<h1>The Challenge</h1>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.<h1>Docjuris Business Overview</h1>Docjuris 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.<h1>The Strategy</h1>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. (This is a common constraint for teams in the Late Seed/Series A stage looking to build an SDR team.)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 wind down 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.<h1>Where Glencoco Comes In</h1>Glencoco is not a SaaS tool in the traditional sense with licensing fees and 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:<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>This setup generates consistent sales qualified meetings with minimal SDR management overhead.<h1>The Results</h1>Docjuris achieved an unbelievable 41:1 ratio on pipeline to spend after replacing its entire SDR team, without paying SaaS subscription fees, hiring additional Sales Development Reps, and paying only per qualified outcome.<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 contracts per month)</li><li>Opportunities Generated: 31</li><li>Pipeline: ~$732,540</li><li>Spend: ~$17,500</li></ul>

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CEO, Docjuris

You guys are doing great work. Probably the most successful sales vendor we use...I think what I appreciate is Glencoco's attention to detail and curiosity. I mean Glencoco, they're finding the signals.

How a Legal Tech SaaS Company Replaced Its SDR Team and Generated Over $700k in Pipeline

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

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The macro backdrop is challenging for FinTech: the SVB collapse 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?

The Challenge

The macro backdrop is challenging for FinTech: the SVB collapse 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?&nbsp;&nbsp;

[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.


Rho's Business Overview

<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 reconciliation and reporting, but are simply not aware that such solutions exist.

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.

Rho used Glencoco to directly prospect into a leads list of business owners, CEOs and CFOs of these non-tech verticals because they were more receptive to cold calling than they were to email marketing.

The 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.Rho used Glencoco to directly prospect into a leads list of business owners, CEOs and CFOs of these non-tech verticals because they were more receptive to cold calling than they were to email marketing.

**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.

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 callersRho 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.

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.

- 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

- ACV/CAC: 8.7:1 (assumes 1.5% card spend fees.)

The 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.<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>ACV/CAC: 8.7:1 (assumes 1.5% card spend fees.)</li></ul>

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SDR Manager at Rho

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

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

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Ryan Ellis Motorsports - NASCAR

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.

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 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.

Ryan Ellis' Business Overview

<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. &nbsp;

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.

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.

**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.


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


- Duration: 4 months (Jun 23' - Aug 23')

- Average Sales Cycle: 10 days

- Campaign Industry Focus: Local Businesses around upcoming NASCAR races

- SQL Meetings Generated: 35

- SQL Pipeline Value: $520,000

- Total Spend on Glencoco SQL Meetings: $2.5k

- NPS Score: 10/10

NASCAR Results

<ul><li>Duration: 4 months (Jun 23’ - Aug 23’)</li><li>Average Sales Cycle: 10 days</li><li>Campaign Industry Focus: Local Businesses around upcoming NASCAR races</li><li>SQL Meetings Generated: 35</li><li>SQL Pipeline Value: $520,000</li><li>Total Spend on Glencoco SQL Meetings: $2.5k</li><li>NPS Score: 10/10</li></ul>

How This NASCAR Team Built $520,000 In Sponsorship Pipeline With Glencoco

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

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Zitti

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?

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](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.

Zitti's Business Overview

<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 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.

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!

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!

**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 launched a campaign that:
- Specifies a price per qualified meeting
- The qualification criteria
- Supported a calling script and multi-media training modules
- Syncs their CRM bi-directionally
- Connect their AEs’ calendar availability to the platform


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.


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 launched a campaign that:<ul><li>Specifies a price per qualified meeting</li><li>The qualification criteria</li><li>Supported a calling script and multi-media training modules</li><li>Syncs their CRM bi-directionally</li><li>Connect their AEs’ calendar availability to the platform</li></ul>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.

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.


- Duration: 2 months

- Campaign Industry Focus: Restaurant Owners and General Managers

- Total SQL Pipeline Generated: $168,000

- Total Spend: $13,800

- Pipeline Value to Meeting Cost Ratio: 12:1

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. - Duration: 2 months- Campaign Industry Focus: Restaurant Owners and General Managers- Total SQL Pipeline Generated: $168,000- Total Spend: $13,800- Pipeline Value to Meeting Cost Ratio: 12:1

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CEO and Founder of Zitti

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