=== B2B OUTBOUND SDR PLAN === Seller: B2B SaaS company selling customer onboarding software Offer: Software that helps SaaS teams improve customer onboarding, activation, and time-to-value. Target market: Mid-market SaaS companies. Outbound goal: Book qualified discovery calls with customer success, onboarding, and revenue leaders. ICP: Mid-market SaaS companies with 50–500 employees, recurring revenue model, onboarding complexity, customer success team, recent growth signals, and likely pressure to improve activation or retention. Exclusion criteria: Very small startups without a dedicated customer success function, companies with no onboarding motion, companies outside approved geography, opted-out accounts, and accounts without plausible onboarding pain. Primary personas: - VP Customer Success - Head of Onboarding - Chief Customer Officer - RevOps leader Secondary personas: - COO - Founder - Customer Education Lead Buying signals to research: - hiring onboarding or customer success roles - recent funding or growth announcement - new product launch - public focus on retention or expansion - customer education content - onboarding-related job descriptions - recent platform migration Account scoring model: - ICP fit: 30 points - trigger strength: 25 points - persona clarity: 15 points - likely pain urgency: 15 points - proof relevance: 10 points - compliance/data safety: 5 points Personalization strategy: Use one verified company-level signal and connect it to a plausible onboarding challenge. Do not claim certainty. First-touch email: Hi [First Name], I noticed [Company] is expanding its customer success/onboarding motion, especially around [verified signal]. When SaaS teams grow into more complex onboarding, time-to-value often becomes harder to manage consistently across segments. We help onboarding and CS teams standardize key onboarding steps, spot stalled accounts earlier, and improve activation without adding more manual tracking. Worth a short conversation to see if this is relevant for [Company] this quarter? Best, [Sender] Follow-up 1: Hi [First Name], Quick follow-up on my note about onboarding at [Company]. The reason I reached out is that teams expanding CS capacity often start seeing onboarding variation between reps, segments, or product lines. If activation and time-to-value are already handled, no worries. If they are current priorities, I can share a short checklist of where teams usually find friction. Best, [Sender] Follow-up 2: Hi [First Name], One useful pattern we see: onboarding issues usually become visible before churn, but the signals are scattered across tasks, calls, product usage, and CSM notes. If [Company] is working on this, happy to compare notes for 15 minutes. Best, [Sender] Breakup email: Hi [First Name], I will close the loop here. If improving onboarding consistency or activation becomes a priority later, happy to share a few practical ideas. Best, [Sender] Objection handling: - Not now: acknowledge and ask whether later follow-up is appropriate. - Already have a tool: ask what part of onboarding still feels manual or hard to measure. - No budget: offer a practical checklist and close politely. - Send info: send concise relevant summary, not a generic deck. - Opt-out: stop outreach and mark do-not-contact. Compliance and deliverability checklist: - truthful sender identity - relevant business reason - no fake personalization - no scraped restricted data - no sensitive personal data - suppression list checked - opt-out respected - concise message - no misleading subject line - human approval before sending CRM summary fields: - account name - persona - verified signal - ICP score - message angle - last touch - reply classification - objection - next step - owner - do-not-contact status Human approval workflow: Every message must be reviewed before sending. Approval requires verified personalization, accurate offer, compliance-safe wording, no unsupported claims, and suppression-list check.