Case Studies

SCA Security is a leading cyber security firm. The company serves sectors ranging from financial institutions, healthcare providers, government agencies among many businesses. SCA makes sure that their clients’ cyber security infrastructure is strong enough to defend against the ever evolving online menace of cyber criminals worldwide. SCA has helped secure the networks of thousands of companies since it began operations 18 years ago.

To grow, SCA had evolved a sales motion that involved account executives being responsible for the entirety of the sales funnel, from prospecting to close. While the approach was working, the company wanted to do what they could to maximize the time that these AEs were spending on the presentation and negotiation stage of the sales funnel, and outsource the sales development prospecting function.

Let’s face it. Account Executives want to spend time negotiating and closing. They hate prospecting, and it is always a fight for management to get them to do it. SCA thought outsourcing would be a better option than trying to create a whole new function in the business.

They wanted to make sure their AEs were spending as much time and energy on becoming the best at delivering value to their clients and thought that leaving the sales development function to experts was the right way to go.

After exploring its options on the market the market SCA chose Growth Era –

Their model just made a ton of sense to us. Growth Era handles the entire function. It was like an entire department in a box. We could let our team focus on the higher value part of the funnel and reduce the amount of time dedicated to prospecting. Growth Era handles the lists, the tech, the hiring and training, the coaching and management. All we have to do is get on a weekly update coordination call and we have a fully functional, super effective top of funnel prospecting team sourcing pipeline for us. We have confidence knowing that 5 days a week there are people who understand what we do, can communicate effectively our value proposition to potential clients out there pounding the pavement. Best of all, we don’t have to constantly remind them to do it. It is a game changer.

We plan to continue to expand our work with Growth Era over the coming months. Our AEs love that they have less prospecting work to do, we are getting great quality deal flow and the size of our average deal has increased 60% since working with Growth Era.