Quality Over Quantity: Databricks' Approach to Scaling Sales Development
Applicable Industries
- Education
Applicable Functions
- Product Research & Development
- Sales & Marketing
Use Cases
- Visual Quality Detection
Services
- Testing & Certification
- Training
About The Customer
Databricks is a company that aims to simplify and democratize data and AI, helping data teams solve the world's toughest problems. Thousands of companies across various industries, business sizes, and geographies rely on Databricks to bring their data teams together with all their data. This enables better collaboration, faster innovation, and the ability to solve the world's toughest problems. The company's success has led to significant growth, and as a result, its sales development organization plans to double in size.
The Challenge
Databricks, a company on a mission to simplify and democratize data and AI, was experiencing rapid growth and needed to scale its sales development organization. The company's success had led to an increased demand for its services from companies of all sizes and industries. However, Databricks was not interested in the typical 'spray-and-pray' approach to prospecting. They wanted to empower their Sales Development Representatives (SDRs) and Business Development Representatives (BDRs) to engage with prospects and customers in a more personalized and meaningful way. The challenge was to find a solution that would enable even new SDRs and BDRs to add value for the prospect and convert them into a customer, without resorting to high-volume, impersonal sales tactics.
The Solution
Databricks partnered with Outreach to add scale to its engagement strategy. Outreach provided sequences that laid out the correct number of calls, emails, and social touches, allowing SDRs and BDRs to take this customer-centric content and add their creativity to personalize the messages. This ensured relevance and led to more substantial conversations. SDRs and BDRs were set up on Outreach as soon as they started, enabling them to ramp up quickly with these proven sequences for success. Outreach also provided managers with activity and conversion insights, enabling them to drive productive coaching conversations. By focusing on conversion rates and sentiment analysis, managers could develop and retain great talent, hitting their goal of doubling the sales development team by the end of the fiscal year.
Operational Impact
Quantitative Benefit
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