The Sumo Logic Story
We needed a fast start into the ENEA market, as Splunk was dominant with their product. We recruited and hired a team of business development representatives (BDRs), one pre-sales engineer, and two enterprise sales representatives. We also found and rented office space as part of the service contract. We helped onboarding the team into our entity. This was all completed within 60 working days. Two BDRs were let go in the probation phase. We hired two more and we trained the GTM team with the sumo team. After they started to close business and developed a strong qualified pipeline, we transfer the entire team to a local sumo entity.
Outcome, A multiskilled EMEA team focused with 12 months of client relationships, revenue and pipeline transferred, we continued a similar model in DACH region.
The Puppet Labs Story
A US team was bought in to help with the start of the Puppets EMEA journey. We provided multiskilled entry-level and five years experience BDR, Enterprise, Channel and Customer Success People. Once operational we moved to sales and pre-sales talent with a phased approach to staffing. Technical contractors were added for the UK, DACH and French markets. All were transferred once the team was delivering and servicing EMEA clients.