Outreach Growth Playbook

SDRs were copy-pasting emails all day.

The 'Sales Sequence' Productivity Loop: Outreach tacticaly won by focusing on the 'Bottom-Up' SDR persona. Their growth engine was the 'Workflow Automation' of the multi-channel outreach sequence. By making one Sales Development Representative (SDR) as productive as five through automated follow-ups across email, LinkedIn, and phone, they provided a 'Hard ROI' that was impossible for managers to ignore. Their expansion strategy relied on 'Internal Word-of-Mouth'—once an SDR at one company used Outreach, they would demand it at their next job, driving rapid land-and-expand growth across the B2B tech sector.