HockeyStack built a $74M outbound pipeline in 8 months. Here's exactly how they went from 0 to 6.7x the average SDR's pipeline production. Why they went outbound: They were crushing it with inbound until $5-6M ARR. Then growth slowed, algorithms changed, ads saturated. Inbound alone became unstable. Switching to outbound let them proactively target ideal customers instead of waiting for leads. Inbound starts growth, but outbound sustains and scales it. Early days: - Hired SDR leader first (Alex Choi from Carta), not reps - First 3 months: Built foundation before any hiring - Made bold ICP decision: Cut SMB completely despite 30-day sales cycles - New ICP: B2B SaaS, Series B+, $50K+ ACV, specific marketing roles - Built everything manually first (scripts, sequences, trigger matrix) - Then automated prospecting to zero manual work The automation was key: - Scoring model evaluates all accounts - Only top 2% enter outbound queue - Zero manual account selection allowed Result: SDRs focus 100% on revenue generation, not data entry. Today: Their SDRs create $2.1M in pipeline per month. Each. - 70% of meetings from cold calls (not email) - SDRs spend 60% of time calling - Meeting increase: 5 → 15 meetings/week per SDR (3x improvement) Their secret weapons: Cold call opener that works: "Hey [Name], this is a cold call from HockeyStack. Do you have a second? We're hearing a lot of marketers have problems tying brand awareness to revenue, is that a problem for you?" Tech stack that eliminates friction: - HockeyStack + Clay for automation - Multiple data sources (Zoominfo, Lusha, Leadmagic) - Nooks dialer + Outreach.io - MongoDB for data storage Non-negotiable rules: - No manual research, ever - Live demo views = contact within 2 minutes - Every cold call recorded and reviewed weekly - If a tool slows SDRs by 2+ minutes, it's replaced The lesson: Building predictable outbound isn't about hiring more reps. It's about building better systems. -- I spent 10+ hours breaking down their full outbound playbook. Want it? - Like this post - Comment “playbook” - If we’re not connected yet, hit the connect button so I can DM you Need it faster? DM me “playbook” and you'll get playbook today. P.S. I'll send it even if it takes me hours. I can't stand when people promise content and don't deliver.