Case studies / Telecom

200+ SDRs driving pipeline ahead of the Ericsson acquisition

Vonage scaled from 20 to 200+ SDRs across 3 workstreams, building pipeline that supported their $6.2B Ericsson acquisition.

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CloudTask and Vonage logos

About the client

Cloud communications.

Vonage provides cloud communications: unified communications (UCaaS) and communications APIs (CPaaS). It was preparing for its $6.2B acquisition by Ericsson.

Client
Vonage
Industry
Telecom, UCaaS and CPaaS
Website
vonage.com

Their needs

More pipeline than the team could cover.

Ahead of a major acquisition, Vonage needed to show aggressive sales growth and go from 20 SDRs to 200+ without losing control of quality, messaging or conversion rates.

  • MQL follow-up

    MQLs were going untouched.

  • Inbound response

    Inbound leads were aging out.

  • Cold outbound

    There was no dedicated cold outbound motion.

  • Control at scale

    Quality, messaging and conversion rates had to hold through 10x growth.

Our solution

3 SDR workstreams, managed as one.

CloudTask managed hiring, onboarding, training and ongoing performance.

Dedicated workstreams

MQL follow-up, inbound lead response and cold outbound, each with its own SDRs.

Tailored playbooks

Each workstream had its own playbook, worked by reps who understood the motion.

Scaled 10x

The team started at 20 SDRs and grew past 200.

The outcome

Pipeline behind a $6.2B acquisition.

What changed for Vonage once the team was in seat.

20 → 200+ SDRs

Team scale

MQL follow-up, inbound, cold outbound

Workstreams

Pipeline supporting $6.2B Ericsson acquisition

Outcome

10x headcount growth

Scale factor

We built some of the best revenue teams in Nicaragua and Colombia. Those teams ultimately contributed to our successful sale to Ericsson.

Dharmesh Shah
VP Inside Sales, Vonage

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