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Atera SDR Case Study
Situation
Atera, a leading provider of Al-powered IT management solutions, serves over 12,000 customers across more than 120 countries. While Atera's Account Management team effectively manages clients, there are just too many clients for them to possibly uncover every upsell and cross-sell opportunity. This is where Sales8 stepped in - to fill the gap presented by missed opportunities for upselling additional seats, license tier upgrades, or Al-driven enhancements, particularly among Internal IT Leaders and IT Service Management (ITSM) leadership.
Approach
Sales8 collaborated with Atera to address this challenge by hiring, training, ramping, and managing a Sales Development Representative (SDR) focused on those under-served account segment. The strategy included:
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High-Volume Outreach: Conducting extensive cold calls, targeted emails, and LinkedIn messages to engage existing customers.
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Needs Assessment: Identifying clients with requirements for additional seats, higher-tier licenses, or Al solutions to boost operational efficiency.
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Personalized Communication: Tailoring messages to resonate with Internal IT Leaders and ITSM leadership, emphasizing brand continuity regarding benefits of Atera's offerings.
Results
In just the first 8 months of the partnership: