Outsourced SDR or in-house? The wrong question first.
Three models, plainly
You want the market knowledge to stay inside the company.
- Best when a documented motion already exists
- Requires management capacity you may not have yet
- Ramp time is real and rarely budgeted honestly
Owned capability, slower to become productive.
You want the market knowledge to stay inside the company.
- Best when a documented motion already exists
- Requires management capacity you may not have yet
- Ramp time is real and rarely budgeted honestly
Owned capability, slower to become productive.
You want outbound activity without adding headcount.
- Avoids the internal hiring and recruitment cycle
- Learning often stays with the vendor
- Works best when strategy and infrastructure are already yours
External execution, with a risk of renting your own market knowledge.
The motion itself doesn't exist yet, so neither model has anything to attach to.
- Strategy, data and infrastructure built in your accounts
- Execution run against hypotheses, not a meeting quota
- Handover to whichever model you choose next
A system your future SDR — in-house or not — can actually run.
Choose a criterion and compare.
Yours, if someone senior has time to own it.
Assumed to exist; rarely built.
Built and revised weekly with you.
Frequently asked
It depends on your stage, market and how much of the system already exists. Any answer that ignores those variables is marketing, not analysis.
Only if the infrastructure, data and playbooks sit in and remain under your accounts throughout the engagement. Otherwise the transition is a rebuild.
Find the constraint before you scale it.
A five-question self-assessment that suggests a starting point and the sequence that follows it.