B2B Sales development support by ASP (2020)
62% of AE groups are supported by sales development teams. We observed little variation by company revenues—companies at $25M ARR are as likely to use the SDR role as those at $250M.
The inflection point for SDR support is driven by average selling price. Somewhere between $5-15K ASP companies move from we can’t afford SDRs to we can’t afford not to have them.
Further, high-growth companies are 1.4X as likely to deploy SDR than laggards (76% versus 54% respectively).
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Most relevant during:
GTM Fit phase
Scale phase
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
