t ounerything c v c art 5ello, A The answer is Allbound P H Based E When asked whether inbound or outbound is important to your company’s “An optimized balance of inbound and outbound growth, just say, “Yes”. The fact is, they both are. marketing techniques, i.e. “Allbound marketing”, consistently generates high quality leads that “After 18 months of building the outbound SDR ultimately produce revenue.” team, outbound accounted for 35% of new ARR. Dan McDade Outbound can make a huge impact in a relatively President and CEO, PointClear short time, especially if there’s already significant inbound traction.” Allbound combines the best of inbound with the best of outbound, Robby Allen deploying each strategy where it makes the most impact. Director of Sales Development, Zenefits Account type Pipeline KPI averages* Works best when Large: Influenced: >75% • large deal sizes Outbound / Sourced: <10% • Defined targets strategic enterprise • Aligned sales and marketing / Influenced: 60-75% Named territory Sourced: 15-25% Inbound • Smaller deal sizes / Influenced: 50-60% • Broad targets Small midsize and non-named Sourced: 25-45% Source: *SiriusDecisions 29