Case Study: How a Mid-Sized SaaS Company Doubled Pipeline While Cutting SDR Costs in Half

Mid-sized SaaS companies often face the “worst of both worlds” challenge: they’re too big to operate like a scrappy startup, but not big enough to waste money on bloated sales programs. That’s where outbound SDR partnerships often come in. But not all SDR providers deliver the same outcomes.

This case study looks at how one SaaS firm replaced a high-cost agency with Adgility B2B’s lean, benefit-driven model—and doubled their qualified pipeline while cutting costs in half.

The Challenge

 • Paying $12K/month to a traditional SDR agency.

 • High SDR turnover—new rep every 3 months.

 • Activity-heavy reporting but very few qualified meetings.

 • Inconsistent pipeline forced their AEs to do prospecting themselves.

The Approach

Adgility B2B:

 • Assigned a focused, smaller team that wasn’t overloaded with multiple accounts.

 • Customized outreach sequences for their niche ICP instead of copy-paste templates.

 • Structured incentives around meetings booked, not activities logged.

 • Reduced overhead so monthly spend dropped below $6K.

The Results (in 90 days)

 • Qualified meetings increased 2x compared to prior agency.

 • Cost per meeting dropped by 53%.

 • AE productivity improved because they weren’t prospecting anymore.

 • Stability: no rep turnover during the campaign.

Conclusion

This SaaS company learned what many are discovering: activity reports don’t build pipeline—benefit-driven partnerships do. With a leaner, more focused SDR model, they cut costs while achieving stronger, more predictable results.

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