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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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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!


How Zitti Built Quality Restaurant Pipeline Without A Door 2 Door Team!

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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Boom

<h2>Case Study Summary: Less Deal Hunting, More Deal Making</h2><figure class="media"><oembed url="https://vimeo.com/1066698364?share=copy"></oembed></figure>Building consistent, high-quality deal pipelines for business brokerages and M&amp;A advisory firms has historically been a difficult, slow, and resource-intensive endeavor. Boom, an innovative small business brokerage and investment bank specializing in succession advisory for small businesses, faced precisely these challenges. To tackle this, they partnered with Glencoco—a specialized outbound pipeline generation platform.Leveraging Glencoco’s fractional SDR model, Boom transformed their sales process almost overnight—moving from labor-intensive, manual outreach that delivered only sparse results to a scalable, high-quality pipeline. Within six months:- Boom closed 7 advisory deals with businesses with an aggregate enterprise value of $70M.- Boom generated $180k in recurring advisory fee revenue from those deals-Two deals valued at $13.5M are set to close Q2 2025 and generate roughly $600K in success fees.Glencoco’s success with Boom highlights a critical truth: brokerage and M&amp;A advisory firms that adopt a scalable outbound strategy focused on direct, human-to-human outreach will gain a crucial competitive advantage, especially in the evolving, post-AI landscape.

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Director of Business Development

"For what we spent with Glencoco, the ROI was absurd. We’re talking seven deals worth $70 million in deal value, plus a pipeline full of high-value opportunities. It’s the best outbound investment we’ve ever made!"

Metrics Snapshot: Real Results, Real Impact

&nbsp;<ul><li>Aggregate Spend: $44K</li><li>Meeting Volume Growth: 400%</li><li>Deal Value Generated: Approximately $70M in total deal value added to the pipeline (7 deals)</li><li>Immediate Revenue (Success Fees): Two imminent deals projected at $13.5M in deal value, expected to generate ~$600K in fees</li><li>Recurring Advisory Revenue: Around $180K in annual recurring revenue (ARR) from succession planning advisory services</li></ul>

Boom's Uphill Battle: Why Building Pipeline is Especially Hard for Brokerages and M&A Advisors

Generating consistent, high-quality outbound pipeline in the brokerage and M&amp;A advisory industry is uniquely challenging—far more so than in most typical sales environments. Unlike selling products or SaaS solutions to tackle a standard problem, brokerage deals are inherently personal, relationship-driven, and emotionally charged. Each conversation could lead to a multi-million-dollar outcome, yet brokerage firms consistently struggle with fundamental roadblocks that limit their growth and drain resources.Based on Shamus's insights, these are the most pressing outbound pipeline generation challenges faced by brokerage firms like Boom:<h3>Sparse and Inaccurate Prospect Data</h3>Brokerages rely heavily on accurate, actionable prospect data to conduct effective outreach. Yet, small businesses frequently operate using outdated or fragmented record-keeping systems. Many owners have minimal digital footprints—no active websites, social media profiles, or detailed company listings. Shamus highlighted the pain this caused at Boom, describing it as:<blockquote>We would spend hours and hours of research, hunting down accurate phone numbers, emails, or simply confirming who the business owner even was. We burned enormous time just trying to find the right information to reach prospects in the first place.</blockquote>This data scarcity forces sales reps to waste valuable hours chasing incorrect leads, significantly reducing the time spent in productive conversations.<h3>Traditional Methods Lead to Limited Results</h3>Most brokerage and M&amp;A advisors rely primarily on referrals and manual outreach methods to secure meetings. Historically, this process has not scaled effectively. Without sophisticated tools or dedicated outbound expertise, these traditional outreach methods produce limited, unpredictable, and often demoralizing outcomes. As Shamus recalled clearly:<blockquote>Before Glencoco, we’d spend hours every week to land maybe two or three meetings—at best. It was exhausting, inefficient, and entirely unscalable.</blockquote>With so few qualified interactions per week, the potential for growth was severely constrained.<h3>Gatekeepers and Decision-Maker Accessibility</h3>Reaching the actual decision-maker—typically the business owner—is uniquely challenging. Calls or emails frequently get intercepted by gatekeepers or administrative layers, dramatically reducing the likelihood of connecting with someone empowered to advance a meaningful sales conversation.Shamus explained the frustration of this reality vividly:<blockquote>We were stuck constantly dealing with gatekeepers who had zero incentive to put us through to the owner. Getting that direct line to decision-makers was incredibly rare and incredibly frustrating.</blockquote><h3>Emotionally Charged Decision-Making Processes</h3>Brokerage and M&amp;A transactions aren't just business deals; they represent deeply personal and emotional events—business owners are often nearing retirement or dealing with complex succession decisions. Sales conversations must therefore be carefully crafted, personalized, and empathetic from the outset. Generic or impersonal outreach is immediately disregarded, making traditional automated or purely digital campaigns largely ineffective.<h3>High Opportunity Cost and Inefficient Outreach</h3>When every qualified meeting has the potential to yield significant commissions—often multi-six-figure revenue or even million-dollar fees—every missed opportunity carries an extraordinary cost. Spending countless hours manually chasing leads without guaranteed outcomes is not just inefficient; it actively prevents brokers and advisors from capitalizing on truly lucrative opportunities.Shamus summarized the stakes clearly:<blockquote>Before Glencoco, we’d spend an enormous amount of time and resources each week, but we'd only secure two or three meetings at best. It was exhausting, inefficient, and completely unsustainable given our growth goals.</blockquote><h3>Implications for Growth and Scalability</h3>Without solving these critical outreach issues, brokerage and M&amp;A firms struggle to scale their pipelines or reliably forecast future revenues. In an industry where each new client engagement can lead directly to significant, multimillion-dollar success fees, pipeline inefficiencies directly restrict revenue growth and limit competitive potential.For brokerages and advisory firms serious about sustained growth, addressing these outreach challenges with precision and scale is no longer optional—it is essential.This expanded section directly integrates Shamus’s explicit commentary, vividly illustrating the challenges faced by brokerages and underscoring why Glencoco’s pipeline solution is such a powerful tool for transformative growth.

Glencoco: Fractional SDRs and AI Sales Tech make Outbound Sales Magic

Glencoco addresses the unique outreach challenges faced by brokerage firms and M&amp;A advisors by combining expert human talent with cutting-edge AI outbound sales technology—delivering fully qualified meetings on a pay-per-performance basis. Unlike traditional sales outsourcing or lead-generation services, Glencoco specifically targets complex, high-stakes B2B sales environments, dramatically improving both the volume and quality of pipeline opportunities.<h3>Fractional SDR Specialists Who Understand Your World</h3>Glencoco’s fractional SDRs are vetted SDRs and AEs who specialize exclusively in outbound calling and relationship-driven conversations. These fractional SDRs understand the nuances required to successfully engage business owners—often seasoned executives who rarely respond to impersonal digital outreach. Glencoco offers all the benefits of a robust tech-enabled, multi-channel outbound sales motion while eliminating the considerable operational overhead and managerial complexity involved in hiring, training, and retaining a full-time internal sales development team.<h3>AI-Enhanced Outreach Efficiency</h3>Glencoco leverages advanced AI to dramatically streamline and optimize the outbound process:<ul><li>Voicemail Automation &amp; Filtering: AI-powered voicemail detection and filtering allows SDRs to spend virtually all their time in active conversations rather than leaving or listening to voicemails—eliminating wasted productivity. &nbsp;</li><li>Phone-Tree Bypass &amp; Call Optimization: Glencoco's AI dialer efficiently avoids and filters VM connects, rapidly connecting SDRs directly with qualified prospects and business owners, minimizing time spent on administrative tasks. &nbsp;</li><li>Mobile Data Enrichment &amp; Integrity: Mobile data enrichment and validation ensure accurate targeting, significantly reducing time wasted on bad leads or inaccurate contacts, enhancing outbound success rates.</li></ul>As Shamus emphasized:<blockquote>With Glencoco, for the first time, we consistently had direct, impactful conversations with business owners and CEOs—not gatekeepers. It made an enormous difference in the quality and depth of our outreach.</blockquote><h3>Real-Time Visibility, Communication &amp; Control</h3>Glencoco’s intuitive, client-facing dashboard provides unprecedented transparency and control:<ul><li>Real-Time Analytics &amp; Caller Performance Metrics: Brokerage and advisory firms can immediately track key performance indicators, including calls placed, meetings booked, decision-maker reach rates, and lead quality metrics. &nbsp;</li><li>Integrated Direct Messaging &amp; Instant Feedback Loop: The dashboard functions similarly to a direct messaging platform, enabling instant two-way communication between fractional SDRs and client teams. &nbsp;</li><li>Complete Contextual Insights &amp; Recordings: Every interaction is fully documented with detailed call notes, transcripts, historical context, and recordings, making meeting preparation easy, quick, and effective.</li></ul><blockquote>&nbsp;The dashboard gives us immediate, actionable insights and seamless communication with Glencoco's fractional SDR. It’s invaluable when preparing for each prospect meeting.</blockquote>

The Transformational Impact: A Game-Changing Shift for Boom

Partnering with Glencoco didn’t merely generate incremental improvements for The Wealth Boom—it delivered an outright transformational shift in their business pipeline, operational efficiency, and revenue realization. According to Shamus, Director of Business Development, the impact wasn't just significant; it redefined their entire approach to outbound pipeline development and their capacity to convert deals at scale.<h3>Dramatic, Immediate Boost in Qualified Meetings</h3>Before Glencoco, Boom was trapped in a frustrating cycle—investing significant time and effort into manual outreach, yet barely securing 2–3 qualified meetings per week. With Glencoco, this changed dramatically. Shamus vividly described the immediate impact:<blockquote>In my first week alone, we scheduled twelve qualified meetings, which was absolutely unheard of for us. Today, we consistently land nearly one meeting every single day. Compared to our previous pace, the difference is night and day—it fundamentally reshaped our sales pipeline strategy.</blockquote>This explosive growth in meeting volume was impressive, especially because these weren't just any meetings—they were high-quality, highly qualified conversations directly with CEOs, business owners, and senior decision-makers.<h3>Exceptional Meeting Quality: Direct Access to Decision-Makers</h3>Shamus highlighted a significant shift—not just in meeting volume, but also in the quality and depth of the conversations themselves:<blockquote>What impressed me most wasn't just how many meetings we booked, but the fact we were talking directly to the CEO or owner every single time. Having direct access to decision-makers on the first call rarely happens in typical sales. It completely changed the quality and potential value of each conversation</blockquote>In a space where relationships and personal connections are paramount, this direct access to business owners rather than gatekeepers drastically enhanced the effectiveness of each conversation, dramatically shortening the path from first contact to signed agreements.<h3>Measurable Revenue &amp; Strategic Advantage</h3>The results speak for themselves. In just six months with Glencoco:<ul><li>Boom successfully closed 7 deals, translating into approximately $70M in total deal value added to their pipeline.</li><li>Two additional deals totaling $13.5M in deal value are currently nearing close, expected to generate roughly $600K in immediate success fees for Boom.</li><li>Additionally, The Wealth Boom generated about $180K in annual recurring advisory revenue through their "Succession as a Service" model.</li></ul>These numbers are particularly meaningful in the brokerage and M&amp;A advisory space, where each deal can be a lengthy process involving careful relationship management. Shamus contextualized this by explaining:<blockquote>These aren't simple deals—they typically take nine months from start to finish. Yet, within half a year with Glencoco, we built a pipeline capable of producing tens of millions in deal value. And we did it without needing to dramatically expand our internal team or exhaust our internal resources.</blockquote><h3>Operational Smoothness &amp; Delight</h3>Beyond the raw metrics, one of the most remarkable aspects of Boom’s experience was the ease and operational fluidity of using the Glencoco platform. Shamus enthusiastically described the seamless collaboration enabled by Glencoco’s dashboard and fractional SDR team:<blockquote>The Glencoco platform was extremely intuitive from day one. It worked like a direct messaging channel with our fractional SDRs, giving us immediate visibility into outreach performance, detailed caller notes, and call recordings. The SDRs themselves were incredibly communicative, proactive, and receptive to feedback. If they needed help, they asked for it immediately, creating a smooth and seamless process for us.</blockquote>Boom enjoyed another significant advantage: operational simplicity. Traditional brokerage outreach methods are not only inefficient but also operationally complex, requiring significant internal resources to hire, train, and manage outbound teams. With Glencoco, Boom’s team bypassed these challenges entirely, gaining a "set it and forget it" turnkey pipeline solution that was both scalable and fully transparent.Shamus reinforced the smoothness of the experience:<blockquote>Not having to hire, train, or manage an internal SDR team was a huge relief. Yet, we still maintained complete control—we could coach SDRs or adjust campaigns anytime if needed. Honestly, the ease and efficiency of this partnership was far beyond anything I'd expected.</blockquote>

Conclusion: Transforming Brokerage & Advisory Pipeline Generation 

For brokerage firms and M&amp;A advisory practices, generating consistent deal flow has always been one of the biggest challenges. Outbounding to small-business owners is notoriously difficult—manual, inefficient, and often unscalable. In today’s AI-driven sales environment, where automated email sequences and digital outreach flood inboxes, breaking through the noise and engaging real decision-makers has become even more complex.Boom’s transformation with Glencoco is proof that these challenges are no longer insurmountable. What was once a slow, labor-intensive process that yielded just a handful of meetings per week became a predictable, high-volume pipeline producing near-daily conversations with business owners. More than just increasing meeting volume, Boom gained direct access to senior decision-makers, translating these meetings into tangible deal value and recurring advisory revenue.As Shamus put it:<blockquote>Glencoco didn’t just help us incrementally; they fundamentally reshaped how we build our pipeline. We went from barely scraping together two or three meetings each week to consistently landing nearly one per day. In our business—where each new client can represent millions in deal value—that kind of scalable, predictable deal flow isn’t just impressive; it’s essential.</blockquote>Boom’s experience underscores a critical shift happening in brokerage and M&amp;A advisory: the firms that win will be the ones that embrace scalable, specialized outbound solutions tailored to high-value, relationship-driven sales. Each new client engagement can lead to multi-million-dollar transactions, meaning that every missed or delayed opportunity carries a massive cost.Rather than relying on traditional, manual prospecting or digital campaigns that fail to cut through, firms can now deploy Glencoco’s pay-per-performance fractional SDR model—a system designed to scale outbound efforts efficiently, transparently, and with significantly less operational lift.Boom’s success is not just a case study—it’s a clear signal that the landscape of brokerage pipeline generation is evolving. Firms looking to drive exponential growth and capture more high-value opportunities must rethink how they approach outbound sales. Glencoco isn’t just an improvement—it’s a fundamentally better way to generate qualified deal flow at scale.<figure class="media"><oembed url="https://vimeo.com/1066698364?share=copy"></oembed></figure>