About the Client
A Silicon Valley-based financial services company providing Earned Wage Access (EWA) and financial wellness solutions to employers. Their platform helps employees access earned wages before payday, reducing financial stress while offering a valuable benefit to organizations.
The Challenge
The company had a strong product but lacked the internal structure to scale:
- No defined sales process or strategy
- Limited resources for lead generation and awareness
- No team to support full-cycle sales execution
They needed a way to grow without immediately investing in a full internal sales organization.
The Strategy
A scalable sales engine was built and expanded over time:
- Initial Phase: Fractional team focused on outbound lead generation and SMB sales
- Expansion: Built a full-time, dedicated team including:
- SDRs (lead generation)
- ISRs (full-cycle SMB sales)
- CSMs (customer success and retention)
- Infrastructure: Implemented systems across CRM, messaging, sales process, and marketing support to drive consistent execution
The Outcome
- Successfully built a fully functioning sales team and process from the ground up
- Drove significant growth in SMB market penetration
- Created a repeatable, scalable revenue engine
- After two years, the client brought the entire team in-house, transitioning the operation internally
Key Takeaway
Outsourcing can be more than a short-term solution, it can be a way to build and prove a scalable sales model, then successfully transition it in-house once the foundation is in place.
