# Success with SDR outsourcing

By [Doug Lane](https://paragraph.com/@axalane) · 2022-03-30

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​[As I mentioned yesterday](https://mirror.xyz/axalane.eth/zf3EzntDRpTK-Hu_Njy0M1v1Z3xzrI-FrILtl-cDPS8), I think outsourcing SDRs is the way to go for most startups – at least early on.

But my first couple of experiences with outsourced SDRs were actually kind of disastrous.

It finally clicked with this high-level formula:

1.  Pick a firm that has experience and references in cybersecurity.
    
2.  Have product marketing own creation of an SDR playbook and messaging (with input from sales as well, of course).
    
3.  Treat the SDRs like valued members of the team.
    
4.  Understand and validate the coaching, incentives, and camaraderie that SDRs will experience at their agency.
    
5.  Task product marketing with doing regular check-ins with the SDRs (2x per week) to understand what’s resonating, where roadblocks are appearing, and where tweaks to the playbook are needed.
    
6.  Make sure the agency has a reasonable framework for transitioning SDRs to full-time hires if and when it’s desired.
    

This type of approach gives SDRs the best of both worlds. They’ll benefit from coaching and positive role models within the context of their firm. At the same time, they'll feel like meaningful and valued extensions of the startup team.

And if they crush it, they’ll end up working directly for the startup and benefitting from things like stock options, career path, etc.

As the employer, your time investment is focused on where you can provide the most value: nailing the messaging and sales narrative. You’ll also be able to course correct in a faster and more compassionate manner if things don’t go perfectly out of the gate.

\-Doug

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*Originally published on [Doug Lane](https://paragraph.com/@axalane/success-with-sdr-outsourcing)*