Outsourced SDR Case Study
Outsourced SDR Case Study: 241% More Qualified Demos for Zoho
Scale Chapter grew qualified demos by 241% for Zoho in Türkiye with an outsourced sales development team. We called website enquiries the same day and logged every booked demo in the CRM with notes, so the sales team went in prepared.
- Zoho
- SaaS
- Türkiye
- December 2025–August 2026 (9 months)
01THE CLIENT
The Client: More Enquiries Than It Could Call
Zoho sells subscriptions to its business software in Türkiye through a local team. Content and ads brought new demo requests, pricing questions and guide downloads every week, and a sales team busy with demos and proposals could call only some of them.
What they asked for was a team that would call every suitable enquiry quickly and book demos worth the sales team’s time. Demos, proposals and closing stayed with them.
Worked inCRMGoogle CalendarGoogle Workspace
02THE PROBLEM
The Problem: Enquiries Going Cold While They Waited
Someone who asks for a demo or a price is ready to talk that day. Call them a few days later and they have often started looking elsewhere.
A Call Days Later
An enquiry from the website could wait days for the sales team to get to it.
Calls That Ended at Reception
Calling people who had downloaded a guide often reached a receptionist or a colleague who would not make the decision.
Demos That Did Not Happen
Booked demos were never confirmed, and the other side did not turn up to some of them.
What the wider data saysPublished numbers from outside Scale Chapter that explain why the work was done in this order.
- Nearly 7×
as likely to qualify a lead when a firm tried to reach the buyer within an hour of the enquiry, compared with trying even an hour later.
SourceHarvard Business Review, “The Short Life of Online Sales Leads” (2011) - 17%
of a B2B buying process is spent meeting potential suppliers. Buyers spend more of it, 27%, researching on their own online.
SourceGartner (CEB), survey of B2B buyers
03OUR WORK
What We Did: Our Sales Development Work
Who deserved a call first was already in the CRM. Going through recent won and lost deals with the sales team, we wrote down which companies, job titles and enquiries were worth a demo and turned that into a lead score in Zoho CRM, so each morning began with the best-fit enquiry. The dialler went into the CRM too, putting every call on its contact record with the recording.
The first script opened by describing the product, and most calls ended in the first sentence. The new opening mentioned the guide the person had downloaded or the question they had asked, then went straight to a question. Demo requests were called the same day and guide downloads within a few days, and every call that did not connect was followed by a short email or LinkedIn message.
Every booked demo went into the CRM with a short note: what the prospect asked, what they use now and who signs off. We called the day before to confirm. Each week we listened to a few recordings with the sales team and adjusted the lead score from demos where people did not turn up or did not fit.
04RESULTS
The Results: What Changed in Booked Demos
Results for Zoho, December 2025–August 2026 (9 months): 241% more qualified demos booked, 24% connect rate and $2.3M value added to the sales pipeline.
The demo count and the value of opportunities opened come from the CRM, and the connect rate from the dialler’s call records. Only demos the sales team counted as qualified are included. For work that starts on LinkedIn instead of the phone, see the LinkedIn lead generation case study.
- 241%More qualified demos bookedDemos booked by the sales development team
- 24%Connect rateCalls that reached the intended decision-maker
- $2.3MValue added to the sales pipelineValue of the opportunities opened from booked demos
- Client
- Zoho
- Sector
- SaaS
- Market
- Türkiye
- Period
- December 2025–August 2026 (9 months)
05MORE CASE STUDIES
More Case Studies From Our Team
- LinkedIn Lead Generation
264% More Sales Meetings for Bureau Veritas
The sales team prospected only when existing clients left them time, so new meetings came and went. We took over everything from the first LinkedIn contact to the booked meeting.
Read the case study - Email Outreach
284% More Sales Meetings for Würth
Most of their earlier emails had landed in spam. We started again from separate domains, with short emails written around each buyer’s job.
Read the case study - Digital Design & Creative
112% Higher Conversion Rate for Merida
The ads were about one product, but people who clicked landed on a crowded category page. We built a page for that product behind every ad and tested the new one against the old.
Read the case study
06QUESTIONS
Outsourced SDR Case Study: Frequently Asked Questions
- What does an outsourced SDR team do?
Scale Chapter’s sales development team works the start of your sales process: reaching the right people, opening the conversation and booking the demo. Your own salespeople still run the demo, write the proposal and close the deal. Because someone who does not pick up may still answer in writing, we back the calls with short emails and LinkedIn messages.
- How quickly can an outsourced SDR team start?
Scale Chapter starts the same week the plan is agreed. The first days go on learning your product, your buyers and the objections you hear, and on writing the script with you. How quickly enquiries are called back changes straight away; the number of demos usually takes a few weeks to settle.
- How is an outsourced SDR service priced?
Scale Chapter works for a flat monthly fee, agreed in writing before anything starts. It is set by the channels you want run and how much of the work you hand to us, and it does not change with the number of demos booked. We start with a free audit, then put the team, the plan and the fee on one page.
- What do you need from us to get started?
Scale Chapter needs access to your CRM, the story of a few won and lost opportunities and a short introductory meeting with your sales team. We connect the dialler to the CRM ourselves, so every call lands on the right contact record with its recording. Beyond that, we only need the calendars the demos should go into.
- Who makes the calls, and who works on our account?
Scale Chapter’s sales development team makes the calls, once it has learnt your product and written the script with you. The same strategist, performance lead and analyst also work on your account every week. You can see the team and how we work on our home page.
- How do you measure an SDR team’s results?
Scale Chapter judges the team on the demos your sales team counts as qualified; the number of calls on its own is not a result. We also go through the connect rate and the opportunities opened from demos with you every week. Calls are recorded where you and the law allow it and go into the CRM, so your sales team can listen before the demo.
- What kind of company is an outsourced SDR team right for?
Scale Chapter recommends it mostly to B2B software and services companies where a sale is worth a demo. It suits sales teams with no time to call the enquiries they get, or teams that want to reach a new segment by phone. If you would rather start on LinkedIn, the LinkedIn lead generation case study is a good example.
- Who owns the call recordings and contact data?
You do. Calls, recordings and notes are kept in your own CRM. If we stop working together, everything stays with you, and removing our access takes a minute.
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