Mighty: 2x SaaS Conversion Rates with Outsourced SDR Expertise

Introduction

Mighty, a pioneering SaaS company, faced challenges in scaling its customer base and enhancing lead generation efforts. Despite initial reservations about outsourcing, partnering with Execo marked a turning point. Execo's comprehensive approach, offering dedicated sales associates and marketing content development, not only aligned with Mighty's strategic goals but also fostered significant engagement and growth. This collaboration underscored the importance of adaptability and effective communication in achieving tangible results, setting a new benchmark for Mighty's expansion strategy.

"We’ve been growing so quickly; we’ve seen a lot more engagement, a lot more feedback from customers. Without the reps we just wouldn’t be able to grow as quickly as we are now. It’s really as simple as that."

— Jack Serbin, Manager, Strategy & Operations

Some Healthy Skepticism

When Jack Serbin joined Mighty, an NYC-based software-as-a-service (SaaS) start-up, the team had already been working with Execo for several weeks. Mighty has built the only software for personal injury lien and letter of protection holders, and initially, Execo’s team was brought on to handle outbound lead generation. A team of two full-time outsourced sales development representatives (SDRs) would call legal offices and medical practices throughout the country to raise awareness about Mighty’s product. In the nine months since, Execo’s Mighty squad, which has grown to four, has worn many hats, handling everything from developing copy for marketing campaigns to customer success calls for Mighty’s existing database.

While the Execo team now works closely with Jack every day, he began his partnership with them skeptical of outsourced sales teams. “The word ‘outsourcing’ used to really worry me. I’m always very skeptical of outsourcing things, especially when you’re a small company just growing.”

Overcoming the Hurdle

Jack’s main concern was that an outsourced SDR team wouldn’t be able to keep up with the constant changes and growth Mighty was undergoing, but his worries were soon alleviated. He points to three reasons why.

“One, we get great reps that we get access to all day, we have a direct line of communication,” says Jack. “With Execo we work so closely with the reps, we know the team so well, we even brought the team out to our office. I saw everybody and got to know the reps personally. I thought: ‘Wow, I’m actually much more comfortable in this type of relationship, it makes a lot more sense.’”

This close communication allows for Execo's reps to keep pace with the Mighty office; the team regularly changes its everyday tasks, just as an in-house team might, based on changing company needs.

“Two, we’re an early stage startup, we’re pivoting things every day, and it’s nice to know that when we go to Execo the team actually pivots just as quickly as we can. So we’ve gone through 3 or 4 different iterations of different strategies with you guys, but every time it’s very quick. We get on the phone or we Slack (the team) and we can change what we’re doing pretty quickly without wasting much time, which has been great.”