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Building a Sales Development (SDR) Function

By Chris Flores

Chris Flores was head of sales development at Namely as the company grew from 4 to 600 employees and $0 to $65M in ARR. In this guide, he describes best practices for designing the SDR role, establishing processes, and building a team.


Find guides by growth objective

Identify tactics to drive lead volume, decrease CAC, improve retention, increase average customer value, and more.


Areas of Expertise


Building and enabling efficient sales teams, from high-velocity to enterprise


Defining the right market, positioning the product for target segments, and generating demand

Data & Ops

Fueling good business decisions with good data through analytics and revenue operations​

Customer Success

Driving net revenue retention through onboarding, churn prevention, and upselling​


Optimizing value per customer through pricing, packaging, and payment facilitation


Establishing a central position in market networks with channel and integration partnerships

Featured Guides

Deal Conversion

Building a Sales Ops Function

By Sean Lane

Sean Lane has led revenue operations at Drift and Upserve, and hosts Drift’s Operations Podcast. In his guide, he explains the different roles sales ops plays from planning and measuring to tech tool management, and how to build both the org and processes that make up the function.

Lead Volume

Planning a SaaS Partnership Strategy

By Sunir Shah

Sunir Shah is the founder of AppBind, a tool for resellers to manage SaaS subscriptions. He runs the Cloud Software Association, a SaaS partnership industry network, and previously led partnerships at FreshBooks. In his guide, he lays out how SaaS companies should think about integration, reseller, and marketplace partnership strategy. 

REvenue Retention

Building a Developer Relation Function

By Mary Thengvall

Mary Thengvall leads developer relations at Camunda, and has long been a thought leader in the space, authoring the book, “The Business Value of Developer Relations” and publishing DevRel Weekly. In her guide, she describes what DevRel is, and how to stand up a function to drive developer awareness, enablement, and engagement. 

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