SaaS and software companies · Technology
Fill the SDR seat that has been empty since February, without hiring for it.
Your pipeline is whatever the founder sourced last month. The first SDR left in month five, the second is still ramping, and the board deck needs a number for next quarter. Hiring again means another sixty days before anyone touches a prospect.
In one paragraph
Outsourced sales and marketing for a SaaS company hands the list building, the sequences and the first conversations to a team instead of one SDR seat. Pipeline then does not stop when a rep resigns, and an inbound trial signup gets a reply the same hour. GullySales runs this inside your CRM and your sequencer.
Outbound also got harder in ways nobody warns a founder about. A domain that sends carelessly stops landing anywhere, bulk lists are mostly wrong, and your prospect has already had four identical emails this morning. What still works is a narrow account list, a real reason for the message, and somebody calling the trial signup while the tab is still open.
How buyers decide
How SaaS and software companies are chosen.
A founder looking for outsourced SDRs asks two other founders first. If that comes back empty, the search moves to Clutch, the agency categories on G2, a roundup post, or the investor's talent partner who keeps a list. Most shortlists end up as three firms in a spreadsheet. They are compared on price, on who actually does the calling, and on whether a meeting counts when it is booked or when it is held.
The questions on that first call are always the same. Which tools do you work in, and do we own the data? How is the list built? What happens to our sending domain? Will your team know the product well enough to handle a technical objection, or will they book anyone who says yes? The firm that answers with a process rather than a promise usually gets the trial.
Price is compared against the fully loaded cost of a seat, which your finance lead already has in a spreadsheet. Base, commission, tooling, benefits, and the months of ramp before anything closes. The buyer is not really shopping for hours. They are buying their way out of a hiring risk, because the seat they filled twice last year is the reason they are on the call at all.
The problem
What usually goes wrong for SaaS and software companies.
What owners tell us on the first call, in their words.
“The SDR seat has been empty since February”
We interviewed nine people, hired one, lost them in week eleven, and outbound stopped the day they left.
“Pipeline is whatever the founder sourced last month”
Two of the three deals in the board deck came out of the founder's own network, and nobody can repeat that next quarter.
“Meetings get booked and half of them never happen”
The calendar looks healthy on Friday and empty on Tuesday, because nobody confirmed the meeting and nobody checked it was the right company.
“Our sending domain is burnt”
A year of blasting a bought list means email from the main domain now lands in spam, including invoices and password resets.
“Marketing hands over leads nobody calls”
A trial signup from a company already on the target list sits in the CRM for three days, then gets a template email.
“We cannot say what a meeting costs us”
Spend is spread across a data tool, a sequencer, ads and a contractor, and nobody has divided any of it by meetings actually held.
What we do
What we do for SaaS and software companies.
Everything included for SaaS and software companies, and the result each part is there to produce.
An account list built from your closed-won, not bought
We take the accounts that renewed, find what they have in common, and build the list against that in Apollo, Clay or ZoomInfo. Names that only look right get cut.
Result: Reps work a list where the next account resembles your best customer.
Sequences across email, LinkedIn and the phone
A first message written around a trigger the prospect would recognise, a LinkedIn touch from a human profile, and a call that is not a voicemail recital.
Result: The prospect gets a reason to reply rather than a fourth identical email.
Sending setup that protects your main domain
Separate sending domains, warmed inboxes, SPF, DKIM and DMARC checked, and a volume cap per inbox that outbound is not allowed to breach.
Result: Your invoices and password resets keep landing in the inbox.
Speed to lead on every inbound signup
A routing rule, a first human reply and a call attempt on any trial or demo request from a target account, inside hours agreed before we start.
Result: The signup hears from a person while your product is still open in a tab.
CRM discipline inside HubSpot or Salesforce
Stages defined, required fields agreed, duplicates merged, and every touch logged in your instance rather than in a spreadsheet only we can see.
Result: The forecast is built on records your AEs actually trust.
Meetings counted when they are held
One written definition of a qualified meeting, a confirmation routine the day before, and a re-book attempt on every no-show.
Result: Nobody is paid for a calendar invite that never became a conversation.
Review presence on G2 and Capterra
An ask built into the moments customers are happiest, such as a successful onboarding or a renewal, with the category pages kept current.
Result: A buyer comparing you on a category page finds recent reviews, not 2023 ones.
Monthly report against the baseline
Meetings held, cost per meeting, pipeline created by source and inbound response time, reported every month against the baseline recorded before work began.
Result: You can answer the board's pipeline question with a number you can defend.
How the result is measured
- Meetings booked against meetings held
- Cost per meeting held, by campaign
- Pipeline created by source
- Reply rate and inbox health per sending domain
- Time from inbound signup to first human contact
- Closed-won traced back to first touch
Recorded as a baseline before work starts, then reported every month against it.
Worth a page and a campaign of their own
Outbound to a named account list · Inbound speed to lead on demo requests · Free trial and freemium conversion to a demo · Seat expansion inside existing accounts · Renewal saves and churn recovery · Partner and reseller sourced pipeline · Webinar and event follow-up · G2 and Capterra review presence · Account-based outreach to enterprise logos · Win-back of closed-lost deals
Priority campaigns
Campaigns for what SaaS and software companies most want to sell.
Each one planned around when your buyers decide, and measured against the baseline.
Competitor switch campaign
Outreach and a comparison page aimed at accounts on a competitor whose renewal is near, built around the specific complaints those users post in public.
Result: You reach a frustrated user in the weeks the renewal is being questioned.
Trial abandoner revival
A sequence for accounts that signed up, poked around for six minutes and never came back, written around the step where they actually stopped.
Result: Signups you already paid for get a second conversation.
Funding and hiring trigger campaign
Alerts on funding rounds and on job posts for the role your product serves, with outreach going out in the same week rather than a month later.
Result: You arrive while budget is being allocated instead of after.
Conference pipeline, before and after
The attendee list worked before the floor opens, meetings set for the event itself, and a follow-up sequence run in the week people are still answering.
Result: The ticket and booth cost turns into a meeting count you can check.
Closed-lost win-back
A campaign to deals that went dark or chose someone else last year, triggered by a change on their side such as a new head of the function.
Result: Deals your AEs gave up on come back with a reason to talk.
Seat expansion inside live accounts
Outreach to teams next door to the one already using the product, using the internal champion rather than starting cold at the same company.
Result: Revenue grows without a new logo and a new security review.
Beyond search
Where we reach buyers of SaaS and software companies, beyond Google.
Search matters, but it is rarely the only way this industry's buyers find a supplier.
Your investors' portfolio networks
Portfolio Slack channels and platform teams are the warmest introduction path most founders never work properly, so we build the ask and the list.
Implementation partners and agencies
The consultancies already inside your buyer's stack can source pipeline, and they need a one-page reason and a referral path to do it.
Operator communities and Slack groups
Answers written for the vertical communities where your buyers ask each other for recommendations, posted as a person and not a company.
Review and comparison sites
G2, Capterra and TrustRadius are where a shortlist gets made, and the category placement is worked as a channel rather than left to chance.
Podcasts and newsletters your buyer reads
A short list of the shows and newsletters that reach your exact role, with a pitch written for each one's audience.
Conference floors and side events
Attendee research before the event and a follow-up routine after it, so the badge scan does not sit in a spreadsheet until December.
Who it is for
This is written for these SaaS and software companies.
- Seed and Series A B2B SaaS still selling founder-led
- Bootstrapped vertical SaaS with a small team
- Product-led companies adding a sales motion
- Developer tools moving upmarket into team plans
- Healthcare, fintech and other compliance-heavy software
- Agencies and services firms productising a platform
- Marketplaces with a supply side to recruit
- Companies with a full AE bench and no pipeline to feed it
- Software companies entering the US from another market
Not for
It is not the right fit if.
- You want a guaranteed Google ranking or a guaranteed number of leads. Nobody honest can promise either.
- You need enquiries by next week and have nobody to answer them.
- You want posts and reach reported, not enquiries and orders.
How it works
From your first message to the first monthly report.
No open-ended retainer. Each step has a point in time and something you receive.
01 · Day 1
Free audit call
45 minutes with whoever handles your enquiries: how they arrive, how fast they are answered, where they are lost.
02 · Within a few working days
Written, scored report
Six areas scored, fixes ranked by return and cost. If you want our help, the scope and fee come with it, in writing.
03 · Before work starts
Baseline recorded
Enquiries by source, reply time, conversion and cost per order, written down so every later month has an honest comparison.
04 · Month 1
The first fix goes live
Usually the cheapest one on the report: reply time, a follow-up sequence or the marketing-to-sales handover.
05 · Every month
Report against the baseline
What moved, what did not, and what changes next, in plain words.
06 · Month 3 to 6
Renew on the numbers
The term ends and you decide whether to continue from the results. No twelve-month lock.
How the work runs for SaaS and software companies
- 1
Assess
In the free audit we trace last quarter's pipeline to its real source, check reply rates and meeting show rate, and look at what happened to inbound signups.
- 2
Stop the inbound leak first
Routing, a first human reply and a call attempt on inbound, because those leads are already paid for and usually the cheapest pipeline in the building.
- 3
Build the list and the message
The account list from your closed-won pattern, the sending domains, and a first sequence written around a trigger your prospect would recognise.
- 4
Run outbound and hand over
Sequences worked daily, objections logged, and every qualified meeting handed to your AE with the research already in the CRM record.
- 5
Report on held meetings
Meetings held, cost per meeting and pipeline by source each month, with the sequences that produced nothing retired instead of quietly continuing.
Proof
What happened when owners fixed this.
These are Indian clients, with the numbers their published case studies record. We have no US clients yet, and will not pretend otherwise.
Sentence Labs
- Situation
- Almost nothing of Sentence Labs was online, so a technically credible company was more or less invisible to the buyers who needed it.
- What we did
- Research first
- The website rebuilt
- Search work across the board
- Google Business Profile
- Result
- No numbers were recorded for this engagement. The work is described in full in the case study.
Chord Road Hospital
- Situation
- Patients who knew the hospital trusted it. Patients who searched for a department or a treatment in the area did not find it.
- What we did
- Website rebuilt around patient needs
- Search visibility
- Social media on a schedule
- Review management
- Result
- Organic traffic increased 60% within six months
- Online appointment bookings increased 40%
- Social following grew 45%, and engagement on it rose 70%
Also worked with
Curtain Label · Difesa Security Services · Felicity Inn · Hands On CSR · Implevista · Kambar Group · Kalessi · Kerur Pain Clinic · LL Trust · Lucky Deals · Natural Gases · NavaShakthi Souhardha · NewCom Logistics · Proton Technical Services · SB Engineering · Shakthi Foundation · Shakthi Group · Urbanest · Insyde Studio · Venkateshwara Laser Tech · Vivara Studios
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every monthly report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No lock-in, no guarantees we cannot keep
Three to six months at a time. We never promise a ranking or a lead count, because nobody controls those.
Hours that fit your day, agreed up front
Which hours we overlap with yours is settled before any work starts, so you know when a reply is coming and when it is not.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Engagement options
Ways to work with us.
Pick the size of commitment that fits. Every option starts with the free audit.
Option 1
The audit on its own
A 45-minute call and a written, scored report. It says honestly whether you need outside help, and many fixes are ones your own team can make.
Option 2
One fix, scoped
Start with the fix the audit ranks first, such as reply time or follow-up. The fee is in writing before anything starts.
Option 3
A three-to-six-month programme
We run the work month by month, report against the baseline every month, and you renew on the numbers. No twelve-month lock.
Option 4
Guidance for your own team or agency
We plan, brief and check the work of your in-house team or current agency, instead of replacing them.
The offer
Start with a free audit of how you sell.
It is useful on its own, whether or not you hire us.
What you receive
- A 45-minute call with the person who will do the work
- A written, scored report on the six places orders leak, within a few working days
- Every fix ranked by what it returns and what it costs
- The one thing to do first, and why
- An honest line on whether you need outside help at all
- If you do, the scope and the fee in writing
No invoice. No obligation. No sales script.
FAQ
Questions SaaS and software companies ask before they call.
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