37 meetings in the first month, against a target of 15, from one SDR working inside the client's own stack.

The client, an enterprise IT management software vendor, already had the data, the dialler and a sales team ready to run demos. It needed another trained seat on the phones. Blueberg put an SDR inside the client's office for product training, then onto its India lists. 9 meetings came in the first week.

Cold calling · Embedded SDR · Enterprise IT security · India & UK

• 1,328 calls made, India and UK

• 37 meetings booked, all from India

• 4.3% India call-to-meeting, about 1 in 23

• 2 in-person demos at key accounts

• ~2.5x the first-month target of 15

At a glance

• Client: Enterprise IT management software vendor

• Sector: Enterprise IT management: identity & access, SIEM, endpoint, service management, monitoring

• Products pitched: Identity and Active Directory management · Log management and SIEM · the wider IT security & monitoring portfolio

• Markets: India (primary) · United Kingdom

• Engagement: First reporting cycle · 1 to 28 Sep 2026 · three-month engagement

• Channel: Cold calling

• Stack: The client's own calling setup and contact data

• Services: Plug-in SDR · On-site product training · Demo booking

Result

What the first cycle delivered.

• 37 meetings booked against a first-month target of 15, all from India calls.

• 4.3% call-to-meeting on India: 865 calls, 37 meetings, about one for every 23 dials.

• 2 in-person demos set up at larger accounts, where the client's team visits to collect requirements and run a health check.

• A UK baseline: 463 calls placed in the new market; no meetings reported yet.

A mature sales machine that needed one more seat.

The client sells IT management software to enterprises worldwide. It runs its own inside sales and its own events programme, and it holds its own contact data.

So this wasn't a build-from-zero engagement. The client had a playbook and a process. It wanted a Blueberg SDR to learn both, work inside its systems, and book demos for its sales engineers.

Book demos the client's team will accept.

The target was 15 qualified meetings in the first month, building toward 45 a month. For the larger accounts, the meeting was an in-person visit: requirements, a health check, and a look for cross-sell.

The qualification bar

• Who: CIOs, C-suite and IT leadership at accounts on the client's lists.

• Need: a live requirement in identity, log management or security monitoring, confirmed on the call.

• BANT-led: budget, authority, need and timeline probed before the demo is booked.

• Booked: a demo with the client's team, online or on-site for key accounts.

A technical portfolio, a short call, and data that stays in-house.

The client's own history showed the problem with broad lists: roughly 1 meeting per 3,000 contacts. A tighter list, rebuilt from SDR feedback on which titles and industries answered, had produced 14 meetings from 150 contacts. The method worked. It needed someone dialling every day to feed it.

That person had to qualify in 30 to 60 seconds on the identity and log-management products, which means knowing what they do before the first call. And the calling stack and contact data were the client's, so the work had to happen inside the client's environment, not an agency's.

What moved in the first cycle

Before

• Broad cold lists converting at ~1 meeting per 3,000 contacts

• No external SDR trained on the identity / log-management portfolio

• Calling stack and data had to stay inside the client

• No benchmark for an outsourced seat against the 15-meeting target

After

• 37 meetings booked in the first cycle, about 2.5x the target

• India converting 4.3% of calls, about 1 in 23

• A trained SDR working in the client's own systems

• 2 in-person demos at key accounts

• UK opened with 463 calls as a baseline

Three pieces, all inside the client's process.

• 01 Embedded SDR seat. The Blueberg SDR spent the first ~10 days on-site at the client's office, learning the identity, log-management and security portfolio from the team that sells them. After training, the SDR kept working on the client's systems remotely. No data left the client's environment.

• 02 List-refinement calling. Work started on a ~3,000-contact India list of IT decision-makers. When a sheet ran out, the SDR redialled the did-not-pick-up contacts first, then took the next set from the client. Feedback from live calls went back into which titles and industries to call next. India lists, then UK lists from 2:30 PM IST.

• 03 Fast qualification with live backup. Each contact was qualified or disqualified in 30 to 60 seconds, using a BANT-led booking. When a prospect asked something technical, the call went to the client's product specialists through a shared live-transfer panel, so the prospect never had to wait for a follow-up.

Trained, ramped, extended.

• Phase 01 — Trained. On-site and dialling in week one. The SDR started on 31 August at the client's office and dialled India lists during training. Four-meeting days came early. Outcome: 9 meetings booked by 7 September.

• Phase 02 — Ramped. Off-site, on the same systems. Training finished and the SDR moved to remote work on the client's setup. Lists ran out and were replenished with fresh sets from the client, and the running total kept climbing. Outcome: 24 meetings booked by 16 September.

• Phase 03 — Extended. A second market opens. UK lists were added and dialled in UK business hours from 2:30 PM IST, alongside India. India kept booking. Outcome: 37 meetings by 28 September, 463 UK calls as baseline.

Execution overview

• Duration: 1 to 28 Sep 2026, first cycle of three months

• Markets: India (primary) · United Kingdom

• Channel: Cold calling

• Audience: CIOs, C-suite, IT leadership

India carried the cycle.

Across the cycle, the SDR made 1,328 calls and booked 37 meetings. Split by market, the result is lopsided, and it's useful because it is.

• India — 865 calls, 65% of volume. Meetings 37. Call-to-meeting 4.3%. About one meeting for every 23 calls. Every meeting in the cycle came from here.

• United Kingdom — 463 calls, 35% of volume. A new market opened inside the cycle. The 463 calls are the starting baseline for the next one.

• In-person demos — 2 of 37 meetings, 5.4%. Visits for larger accounts, where the client collects requirements and runs a health check in person.

The model that made it work

Blueberg didn't ask the client to hand its data and process to an agency. It sent the SDR in. Training happened on-site with the people who sell the products, calling ran on the client's own setup, and technical questions went straight to the client's specialists. The client kept control, and the SDR was booking meetings in week one.

A working seat, inside a month.

Impact. A trained SDR booking from the first week, on the client's products and systems. The first cycle beat the target by 22 meetings, 37 against 15, which gives both teams a real baseline to plan against the 45-a-month goal. Data and stack stayed inside the client the whole time. The UK now has a starting number to improve on.

Key takeaways.

• For an enterprise with its own stack, embed the SDR rather than rebuild the stack outside.

• Product training before dialling is what makes a 30 to 60 second qualification possible.

• A live-transfer line to specialists keeps technical prospects on the call.

• Markets need separate reads: India converting says little about the UK.

Fit into the client's process, then dial.

Blueberg worked the way the client already works. The SDR learned the products on-site, called on the client's own setup, used the qualification bar both teams agreed on, and had the client's specialists one transfer away on every call. That's why the first meetings landed in week one instead of month two. Every figure here comes from the calling data, including the UK number that hasn't converted yet.

In summary: one seat, one channel, 37 meetings.

The first cycle beat its target, set up in-person demos at key accounts, and opened a second market. The next cycle starts with a trained SDR, a refined India list and a UK baseline.

The numbers

• 1,328 Calls made

• 37 Meetings booked

• 4.3% India call-to-meeting

• 2 In-person demos

• 2 Markets dialled