With marketing teams under ever-increasing pressure to drive, nurture and convert leads, Business Development Representatives (BDRs) have become critical players in demand generation. But as budgets shrink and pressure mounts to show measurable ROI, many marketers are looking toward a new approach: outsourced BDRs, also known as BDR-as-a-Service. Let’s dive into how outsourced BDRs are changing the game for B2B marketers and explore why so many companies are turning to this approach for a competitive edge.
1. Rise above pressure to do more with less
B2B marketers today face an uphill battle. With CFOs scrutinizing marketing spend, almost 60% of marketers report increased pressure to deliver measurable ROI, according to Marketing Week. This can be especially challenging when marketing teams are already faced with tight budgets. This squeeze on budgets and resources forces marketing teams to prioritize efficiency and outcomes without leaving funds to dedicate to increased internal headcount.
As a result, many marketing leaders are exploring alternative solutions like outsourced BDRs to manage costs effectively while maintaining output. Outsourcing frees up internal teams to concentrate on higher-priority tasks, such as nurturing existing leads and closing deals, while the outsourced BDRs focus on prospecting and net-new opportunities. These external BDR teams allow businesses to stay agile, maximizing returns without the expense of hiring, training, and maintaining in-house staff—a model that’s increasingly essential for today’s lean marketing departments.
2. Move from MQLs to buying groups and opportunities without skipping a beat
Teams are shifting away from the traditional focus on Marketing Qualified Leads (MQLs). The shift toward buying groups and broader opportunities is reshaping how marketers and sales teams approach B2B revenue development. Forrester found that 93% of B2B buyers are now part of buying groups, with 71% in groups of four or more.
Focusing solely on MQLs often overlooks the complex dynamics of these multi-person buying groups. By embracing buying groups, B2B marketers gain a clearer understanding of the entire buying process.
Internal BDR teams can quickly be overwhelmed by MQLs and often lack the time to pursue the rest of the buying group. By using a BDR-as-a-service through a partner like Anteriad, you work with BDRs who are already highly skilled in addressing buying groups. This enables tailored outreach, aligning with multiple stakeholders in the buying group and positioning your company as a trusted partner.
3. Scale globally with local expertise
In today’s globalized market, going local is critical to scaling effectively. According to a 2022 survey, 63% of executives emphasize local partnerships as essential for sustainable growth in foreign markets. By working with local BDR teams, companies can tap into regional knowledge, local talent pools, and cultural insights essential for navigating diverse markets.
For B2B companies, an outsourced BDR solution provides immediate access to local talent with cultural and linguistic fluency, without the time and investment required to build an in-house team from scratch. This approach mitigates risks, increases adaptability, and significantly reduces the barriers to entry in new markets. Leveraging local expertise, companies can ensure their strategies resonate with the unique needs and expectations of each region.
4. Overcome recruiting challenges
As demand for skilled BDRs rises, so does the difficulty in sourcing top talent. Hiring a team of internal BDRs can be costly, not to mention the cost of hiring roles to give them the support they need to be successful like project managers and data teams. With a competitive job market, many companies don’t have enough budget to offer skilled BDRs a high enough salary to beat out their competition.
Outsourcing BDR functions allows companies to sidestep these recruitment challenges. Rather than engaging in lengthy hiring processes and retention battles, they can work with an established team of BDRs. This model not only reduces recruiting costs but ensures the continued support of skilled representatives ready to make an impact.
5. Navigate an omnichannel world
B2B buyers are using more channels than ever, and these decision-makers expect a seamless omnichannel experience. Outsourced BDR teams bring the expertise and tools to manage multiple channels effectively, ensuring that each touchpoint with a prospect aligns with the overall customer journey. This capability is crucial in today’s competitive landscape, where reaching the right prospect at the right time can make or break a deal. By outsourcing, companies gain access to BDRs who can engage on a range of platforms, providing the consistent experience that buyers expect—without having to spend time training the internal team on new tools and channels.
6. Expand market reach
Going hand in hand with #3 on this list, outsourced BDRs are particularly effective for “land and expand” strategies in both new and existing markets. When entering a new market, outsourced BDRs can assess market readiness and generate leads without the need for a full in-country team, minimizing risk and cost. They can also provide local expertise with language skills and cultural understanding, critical for building relationships in new regions.
For companies with an existing market presence, outsourced BDRs help expand reach and maintain momentum without additional hiring. This model supports senior staff and allows teams to replicate successful approaches across multiple countries. The scalability of outsourced BDRs provides flexibility, ensuring that companies can expand at a pace that suits their strategic objectives.
7. Reach new verticals and personas
For B2B companies looking to tap into new industries or buyer personas, outsourced BDRs provide a rapid path to success. Specialized BDR teams with industry-specific knowledge can quickly adapt messaging and outreach to align with different sectors. They can also bring established networks and relationships within target industries, giving businesses a head start.
Furthermore, outsourced BDRs trained in engaging diverse buyer personas allow for tailored communication styles that resonate with decision-makers across various roles. This persona-specific approach helps companies gain deeper insights into the unique pain points and motivations of their target audiences, ultimately leading to stronger connections and higher conversion rates.
Ready to get started?
Outsourcing BDRs can be the solution to many of your B2B marketing challenges. Their support structure helps you streamline prospecting, manage data more effectively, and foster alignment across sales and marketing, reducing friction and boosting efficiency.
By partnering with Anteriad, companies not only streamline their BDR function but also gain a strategic partner that understands the intricacies of B2B marketing and sales, helping them execute their marketing strategy with agility and precision. Anteriad’s BDR-as-a-Service stands out by delivering a combination of cost savings, data-driven insights, and full-funnel capabilities.
