Sales development models (2021)
Broadly, SDR groups fall into one of three categories.
They include:
- Introductory Meetings
- Semi-Qualified Opptys
- Fully Qualified Opptys
In prior years, the distribution has roughly been 1/3rd to each. Given 2020’s business climate, we note a significant shift.
Companies shifted down the qualification curve, refocusing model from fully- qualified to semi and from semi to introductory.
We observe this across revenues and High-growth versus Laggard. Unsurprisingly, as ASP rises, level of qualification falls.
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Most relevant during:
GTM Fit phase
Scale phase
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
