Case study

    20% of their 2022 revenue came from outbound.

    How a field service management platform took its outbound motion from zero to peak performance in 11 months.

    Zuper logoField service management
    "BizDev Labs has been an integral component of our growth strategy. Their flexibility in meeting the needs of a rapidly growing SaaS company has been most impressive!"
    Rob Friedman

    Rob Friedman

    Head of Growth, Zuper

    $32M Series B

    $500K

    closed-won revenue

    20% of Zuper's revenue in 2022 came from this program.

    62

    qualified opportunities

    15 closed deals at a 22% win rate in 11 months.

    4x

    return on investment

    On an average contract value of $27,000.

    01. The challenge

    Take a brand-new outbound motion from zero to peak performance.

    Zuper, a company specializing in field service management operations, approached BizDev Labs for help taking their outbound motion from zero to peak performance as quickly as possible.

    02. What we ran

    A full outbound program, built for this market.

    01

    Positioning first

    Product positioning, targeting and messaging improved across all platforms before anything was scaled.

    02

    Experimentation

    The campaign was optimised to convert better through structured experimentation.

    03

    Account selection

    Targeted accounts most likely to close fast, with high revenue potential.

    04

    Double down

    What worked was scaled up while inefficiencies in the process were eliminated.

    03. How we executed

    A structured, iterative process from day one.

    Week 1

    Kickoff & ICP

    Kickoff within 48 hours. Your ICP document approved before anything moves.

    Week 2

    Sign-off & phone launch

    Campaign briefs approved on a sign-off call. Callers start dialing.

    Weeks 3–4

    Email, LinkedIn & coaching

    Email and LinkedIn go live after phone. First weekly report lands.

    Month 2

    Scrap or scale

    Every campaign hits a checkpoint with one verdict: scrap or scale.

    Month 3

    Playbook in your hands

    Winners scaled and documented into a playbook you own.

    04. Results

    Meaningful conversations. Real pipeline.

    $500K

    closed-won revenue in 11 months

    0

    62

    qualified opportunities

    1

    20%

    of 2022 revenue from outbound

    2

    What this shows: Target the accounts that close fast and the outbound motion stops being an experiment. It becomes a fifth of annual revenue.

    05. Client quote

    An incredible partner.

    "BizDev Labs has been an integral component of our growth strategy. Their flexibility in meeting the needs of a rapidly growing SaaS company has been most impressive!"
    Rob Friedman

    Rob Friedman

    Head of Growth, Zuper

    $32M Series B
    Zuper logo

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