SaaS sales development support (2020)
68% 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 ACV. Somewhere between $5-15K ACV companies move from we can’t afford SDRs to we can’t afford not to have them.
Further, high-growth companies are nearly twice as likely to deploy SDR than laggards (80% versus 44% respectively).
[Go to the link below for the full report]
Most relevant during:
GTM Fit phase
Scale phase
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
