Celebrating BDRs + New Research

saraboostani

Each year, BDR Appreciation Week is our chance to celebrate the hard work, resilience, and pipeline-driving contributions of BDRs and SDRs — and to check in on how the role is evolving. We survey BDRs annually to understand what they're experiencing day to day, and this year we asked more questions than ever.

We're excited to share that the research is now live! We have two reports to share:

• In a Brave New AI World, BDR Performance Still Comes Down to the Fundamentals — our main report
• The Deep Dive — further analysis and deeper explanations for the findings you want to explore more

Free, and un-gated, as always 👆️ AI, tooling, cadence structure, reporting lines, performance, and a lot more. Let us know if you have any questions!

We'll be sharing findings throughout the week, but here's one I keep coming back to:

90% of BDR teams have account prioritization tools. Only 61% use them to set differentiated targets for accounts showing signs of active buying.

That gap costs real quota points:

• 81% quota attainment for reps without prioritization tools
• 87% for reps with the tools but no differentiated targets for in-market accounts
• 95% for reps who have the tools and set differentiated targets for accounts showing buying signals

Every step toward full operationalization is worth real attainment!

@Kerry @Ernest Owusu